Lack of Preparation

It is a common problem, particularly for those who have not clearly thought out what their negotiation objectives are, to let an issue be discussed in negotiations when the parties are not prepared to handle it.

Illustration:

Be knew he could settle his case if he would agree to a 55/45 split of the property but, since he had told his wife on the day he left the house that she would get nothing if she divorced him, he could not budge. The court later awarded the wife the 55%, but attorneys had to be hired to litigate what was an obviously negotiable settlement.

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