I required the students in my negotiation class to interview someone who practiced the skill in their career. Papers ranged from a Union steward to a police negotiator, supply contractor, and real estate agent, but all of them had one central message: preparation is key. The more you are clear on your stand, and the more you learn about the other party’s motivations, the better equipped you are to have a successful outcome.
I think preparation could be the key in most settings. The better prepared I am for a class or workshop, the more learning will take place. The more I plan ahead for an event or vacation, the more memorable the experience becomes. The more prepared I am for simple things like a trip to the grocery store, the more I can maximize my time. And so it goes.
Benjamin Franklin said, “By failing to prepare, you are preparing to fail.” Whether in negotiation or most any other activity, he is right. Don’t discount the importance of the pre-work.
