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Don't Be a Stranger

Get the scoop on the other side before you meet them at the bargaining table.

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

If you don't know exactly who you're up against, youcould shake on a deal and walk away missing a few fingers. Improveyour chances of success by finding out in advance the answers tothese questions:

1. Who's got the upperhand? Few negotiations occur between evenly matchedplayers. How do you stack up against your opponent? Who's gotsuperior leverage, bargaining skills or momentum? Who wants thedeal more? Strategy starts with assessing the other side'sstrengths and weaknesses, as well as your own.

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