A Carol I. Kallendorf, Ph.D./Jack Speer Publication

I’m privileged to train with some of the finest boxers and trainers around. And, aside from teaching me to fight, they’ve also taught me more about life and business than almost anyone else in my life.

One of the most important weapons in a fighter’s arsenal of offensive strategies is the concept of dominating the boxing ring. Whoever takes control of the ring has the strategic advantage. Whoever is the aggressor in the ring—not necessarily by throwing more punches, but by using the space and dominating with their physical presence—is likely to prevail. Whoever takes charge of the ring makes his or her opponent either chase or retreat—either of which will waste the opponent’s energy and put him or her in a vulnerable position.

The applications of this boxing principle for business are profound, whether you are competing for a sale, a job, or a position of influence. Too often, we take the "ring" at face value—it’s an 18-foot square. But a skilled boxer will use his or her speed and physical dominance to change that 18-foot square into anything from a rectangle to a tiny square, according to what best serves his or her own advantage.

I’ve seen small, aggressive fighters bully a larger opponent into a tiny patch of ring, because the smaller fighter is best served by a small ring. I’ve seen quick, agile fighters lure an opponent into chasing them around and around the full ring in order to expend their energies. Mohammed Ali defeated George Foreman in the "Rumble in the Jungle" by putting himself against the ropes and tricking Foreman into punching himself to exhaustion.

Too often, we take our business circumstances—the economy, the dynamics of our industry, our company’s prospects—at face value, as well. Too often, we don’t stop to "reframe" a sales call, internal political situation, or job hunt. As a result, we’re stuck with the size and shape of a metaphorical "ring" defined by other people.

We have a client who is an intuitive genius at doing this. And if we’re not careful, we’ll spend a delightful two hours chatting with him, only to realize at the end that he has committed to nothing. In effect, he’s made us chase him around the ring. But by studying his interpersonal maneuvers, we are able to subtly "head him off" and move him to a "corner of the ring" where we can get some straight answers. Works like a charm.