en Franklin once said, "It is better to strike as good a bargain as one's bargaining position admits." Putting yourself in an optimum negotiating position takes more than being in the right place at the right time. It takes skill. It involves preparation. It takes awareness and understanding of your prospect's needs as well as your own. But, most important, it's about having the right attitude.

Successful sales professionals rely on a positive attitude in all of their negotiations. They recognize conflict as a normal and constructive element of doing business. They embrace conflict with skills they've learned and honed to perfection through practice. They know those skills will provide them with the self-confidence and courage necessary to effectively tackle any situation. Their winning attitude translates to a win-win negotiation. And that's what successful negotiation is all about - both sides able to come away with something of value.

Consider the following statements. If you find you disagree with most of them, it may be time for an attitude adjustment. If they reflect your attitude, you are already in the right place!

• It doesn't bother me when my prices, products or services are questioned.

• Conflict is a fact of life, and we all have to work together to resolve it.

• Conflict is a positive opportunity for me to re-examine my opinion, ideas and perceptions.

• Conflict stimulates my thinking and sharpens my judgment.

• I consider the needs of the other person when resolving conflict.

• Conflict often can result in more productive solutions.

• Compromise is not a sign of weakness.

• Conflicts that end satisfactorily strengthen relationships.