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Deals Unplugged

Don't know when to cut your losses and leave the negotiating table? Look for these telltale signs.

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This story appears in the August 2003 issue of Entrepreneur. Subscribe »

There are obvious reasons to break off negotiations: For example, the other side's last best offer doesn't cut it, you find a better alternative, or you uncover something seriously unsavory about your opponent. Businesspeople favor and understand these sorts of objective analyses.

There are also subtler, more subjective reasons to pull the plug. If you're the type of negotiator who takes pride in making the unworkable work, take special heed of the following pitfalls to avoid:

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