Are you ready to negotiate?

United States cover
United States cover (Photo credit: Wikipedia)

It looks like a simple question but is it really?

The strange thing is that I’ve only met probably two or three people who have told me that they are trained in negotiation. I’m not sure what it is but South African small business owners don’t seem to see the real need for negotiation training. I don’t know if this is similar around the world but negotiation here is viewed as something you just learn instinctively as you go along.

It’s no wonder that small business owners often find negotiation doesn’t work for them. They feel frustrated after a negotiation, not having achieved much after hours of discussion. Often their negotiations deadlock. Then there are those who feel afterwards that they’ve done well in a negotiation but are mystified why their adversary appears so satisfied. Continue reading “Are you ready to negotiate?”