| | Matthew, you gotta watch that boy, he tends to come up with the goods:
The Ransberger Pivot reminds me somewhat of the martial art aikido, where a person is supposed to use his opponent's force against him. Instead of force, however, use of the Pivot entails turning an opponent's ideas against him instead of physical force. I think I've used this a time or two myself, but never knew the tactic had a name. I'll have to use it more often; it's so much fun.
There are principles that are known by many names. Personally, I find that cumbersome. Mathhew's aikido example is closer. It is not the essence of aikido, but he is in the pocket.
I know it more as a tool, you call it a pivot. No need to ascribe some guy to it, he surely ripped it from elsewhere. Who the fuck is Ransberger, and how much money did he make using the pivot? Probably a little bit, a little technique will get you a long way, sometimes.
Anyway, it is a pivot, or a redirect, or a cooling period. Aikido is very different than almost all martial arts because it is Tao, it is about absorbing, equalizing. Aikido is very difficult, because it hopes to take care of the situation without hurting the opponent (attacker). Ideally, aikido would not be necessary because no one would be attacking. But, given that they will, aikido works to dissipate the inbound energy, equalize it. Not that aikido cannot be deadly, but that is as far from its purpose as can be. A skilled aikido practioner can do, for instance, a very simple thing involving a joint lock that will turn peaceful dispersal into massive damage. Aikido is a way of being, it is a philosophy.
In perfection, a pivot would not be needed. In reality, it is often needed. I believe that pivots are mainly needed because of a lack of awareness.
There are a lot of ways to apply a pivot. There is the aggressive one. In sales, this is where you are about to close. Usually, there have been a few mistakes made on the other side. It is a rapid, elegant turn.
In terms of applying pivots, if you are going to use them at all, or find yourself not so artful that you can be without them, use them often, and lightly. They are little pullbacks, little checkbacks. Mostly, they are about moments when you realized you were too much in yourself, and you have lost your client. You have been a boobie, and are not paying attention.
rde
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