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Follow Your NOs

Disagreeing without being disagreeable

This story appears in the July 2000 issue of Entrepreneur. Subscribe »

I once saw a cartoon with a caption reading, "Salesmanship begins when the customer says, 'No!' " Likewise, negotiation begins with disagreement. How you react to the dispute is often more important than what it's about. Keeping conflict from becoming a catfight is one skill that distinguishes the seasoned negotiator.

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