Why Preparation Is the Key to Negotiation Success

“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” – Abraham Lincoln

 

Preparation is the most powerful tool a negotiator has. It transforms uncertainty into confidence, guesswork into strategy, and reactive responses into intentional actions.

Without preparation:

• You risk being caught off guard by objections or tactics.

• You may accept a poor deal—or push too hard and lose a good one.

• You can come across as unsure, inconsistent, or untrustworthy.

With preparation:

• You gain clarity on your goals and limits.

• You feel more confident under pressure.

• You anticipate the other party’s moves and respond strategically.

Preparation is not just about what you want — it’s about knowing the full landscape: yourself, your counterpart, and the context.

Even short, informal negotiations (like asking for a raise or resolving a conflict) benefit from a few minutes of structured thinking.