True Value

Sure, you can seal the deal, but is it worth the effort? Here's how to decide.

"Is it worth it?" That simple question is the "to be or not to be" of any deal. Like a master jeweler closely inspecting a precious gem, every dealmaker should examine the question from every angle. That's because the more tools you have to measure value, the more likely it is you'll cut a sharp deal.

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 January 2001 print edition of Entrepreneur with the headline: True Value.

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