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Word Games

Don't let yourself get tangled in the other side's tricky talk.

This story appears in the July 2001 issue of Entrepreneur. Subscribe »

When you negotiate a deal, you support your position in a variety of ways, basing your arguments on fairness, recognized authorities, precedents and industry standards-all legitimate options. But your opponents might use "fuzzy logic" to fly below your mental radar. Here are examples of what to watch out for and how to deal with them:

  • Analogies: These may be lovely and poetic, but they don't prove a thing. If your opponent uses an analogy, challenge it-or counter it with one of your own.
  • Unidentified sources: Ask the other side for corroboration-you're entitled. If your opponent can't identify the source, ignore it.

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