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Lets Make A Deal

Successful negotiations are based on respect, not hard-sell tactics.

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This story appears in the October 1996 issue of Entrepreneur. Subscribe »

How we negotiate reflects our respect for the customer and how deeply we care about the life of that relationship. Too often salespeople and entrepreneurs listen to bad advice about hard-core negotiating tactics. In reality, those who are peak performers at negotiating show a lot of style and grace under pressure--something their co-negotiators remember and appreciate.

Here's some negotiating advice from me and some legends in the art.

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