Thank you for your comments.

re: Preparation. There is an old saying - “Failure to prepare is preparing to fail.”

Far too often, the potential customer is more prepared than the retailer or service provider. They’ve done their homework. They know what they want. And… because of their preparation, they frequently get it. Usually, because the retailer is not prepared for the negotiation. And is afraid to lose the sale (forgetting about the need to clear at least some profit.)

You are correct - training is a key to becoming successful in negotiations. If you can’t make time to attend a class, read a book on negotiation or listen to an audio tape at least do this:

Study children - they are natural negotiators. They know how to “push our buttons” to get their way. It just seems to occur naturally. How do we manage to lose this skill as we grow older? Perhaps it is the fear of rejection.

Anyone else have thoughts on this topic? Join the conversation!

This author’s statements about the importance of preparation and having relevant information couldn’t be more accurate. To improve your negotiation skills, consider taking a negotiation skills course.

MWI is offering an open enrollment Negotiation Skills Workshop in Boston, MA on May 8 & 9, 2008. For more information about this workshop, visit http://www.mwi.org/training/pub_neg.htm or contact Stephen Frenkel, Director of Negotiation Programs, at sfrenkel@mwi.org or at 617-973-9739 x24.