Control Freak

You are Type A. You are in negotiations. Take charge.

More often than I'd like, clients find me after their deals have gone south and the other side has them in a chokehold. As I examine their deals post-mortem, I can usually trace the cause of their problems back to the original negotiations. For whatever reason, they cut a deal that left them exposed.

Of course, you can't shield yourself against every possible mishap. But there are ways to structure your deal from the get-go to protect yourself after you sign on the dotted line.

A speaker and attorney in Los Angeles, Marc Diener is the author of Deal Power: 6 Foolproof Steps to Making Deals of Any Size(Owl Books/Henry Holt). You can reach him at

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This article was originally published in the September 2000 print edition of Entrepreneur with the headline: Control Freak.

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