Page 124 - The Art of Learning by Josh Waitzkin_Neat plip book

While refined mental competitors can hav e extended di alogue s of thi s
nature, in my observation most peo pl e are relatively unaw are of the ir

psychological subtleties. This makes for easy pi ckings for the astut e rival. So
beware when squaring off with a well-versed neg otiator, salesman, or lawyer!
Understand that the battle stretches well bey ond the traditional arena . Whe n
one player is more aware of these issues than the other, condi tioni ng is qui te

simple. Quarterbacks flick their eyes and send safeties flying all over the
football field. Real estate moguls fur row thei r brows, act impat ient, che ck the ir
watches to lull buyers into nervous offers. A ches s player obs erves a rhy thm ,
then sits, lets his clock tick even tho ugh a decision has already be en reache d,

then finally makes his move just as the oppo nen t pr edictably get s up to go to
the bathroom. What now? Take a minut e, go to the bat hr oom, come ba ck.
Control the pace of the game. Awareness of thes e dynam ics can make you ha rd
to manipulate, and can allow you to tur n the tables on even the savviest of

conditioners.
To master these psychological battles, it is essential to under stand the ir
technical foundation. Contrary to the ego -enforcing des cript ions of some “kung
fu masters,” there is nothing mystical about cont rolling int ention or ent ering

the mind of the opponent. These are ski lls to be cultivated like any othe r, and
the last few chapters have been my attempt to lay out the road map to the ir
internalization.