This leads me to the first problem that needs to be acknowledged: most owners of small and mid-sized businesses EITHER dislike participating in negotiations so much that they avoid them altogether OR lack specialized skills to negotiate effectively. (Next in line among the key reasons not to negotiate is a basic lack of quality time to do it properly.)
What business skill is most needed in combination with negotiating to create the highest probability of a successful outcome? I believe that the answer in a high number of cases is business writing.
Unfortunately (if I am correct about the valuable combination of negotiating and writing skills) this produces an opportune moment for me to bring up a second very relevant problem: most business owners and their primary managers lack either the skills or time (or both) to add high-quality business writing to the recipe for success.
Acquiring the needed skills is clearly one way to go whenever possible. This can be accomplished in several ways, but they all require a serious amount of time and effort. Beginning a training program that focuses on both negotiating and writing can be one of the most cost-effective decisions that a small business owner will ever make for their company.
An equally cost effective business solution is to hire a business negotiating expert and a business writing expert to provide these services as needed. It is similar to making a real estate decision to rent instead of buying. It can make even more sense if you are fortunate enough to locate a small business expert who has been providing both of these business services to companies and individuals for over 25 years. (Yes, that was a not-too-subtle hint that I am one of those ambidextrous people who can both negotiate and write well. On a lighter note, I can also bat both right-handed and left-handed in baseball.)
One of the best examples (but there are many more) of combining business writing and business negotiating involves any scenario when small businesses are dealing with their banker or other commercial lenders. This becomes an almost impossible task to accomplish effectively without a high level of expertise in both negotiations and writing.
The illustration involving banks and bankers can alternatively include suppliers, clients, affiliates, and partners. In all cases, you can negotiate (and write) your way to success.