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By Karlton Utter

Negotiating_Skills_kids_BH&GThese are the words I use to describe my 5-year-old son, Campbell. Now don’t get me wrong, he is cute and cuddly on the outside, but on the inside he is a lean, mean, selling machine.

When he sets his mind to something, he does not let up. He goes into total and complete sales mode. His negotiating skills are completely natural, and that got me thinking. Maybe we are born with a strong ability to negotiate. But what influences that over time to allow us to become complacent?

The Want: So what is it that you want? Maybe it is a smooth transaction, happy clients or a healthy commission check. Whatever that might be, there is something we can learn from the attention to detail children give to their wants.

As adults, we tend to multi-task, combining our wants and needs into one jumbled mess. What I have learned from my 5-year-old is his ability to separate his individual wants and completely focus on the one at hand.

Whether it is a snack Campbell wants, a chance to play the Wii, or a new toy that he has to have, he will dedicate his entire focus, energy and attention to achieving that goal.

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