After experiencing the life of an entrepreneur, business executive, professor and attorney, BigSpeak’s EVP Ken Sterling is an expert negotiator.

In a recent article for Inc, he dials in on his methodology for success when it comes to making deals: it all comes down to flexibility. When it comes down to negotiating, Sterling says imitate martial arts greats and “be like water,” meaning adapt to changing circumstances and approach different situations considering how different methods will result in the desired result. This approach can be useful in cases where negotiations have stalled or one party is rigid and aggressive.

For the full details, be sure to check out the initial article.