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An opening move may make or break a deal--so step lightly.

This story appears in the March 2005 issue of Entrepreneur. Subscribe »

If you can't open your negotiation the right way, you'll have trouble closing it. Here are two opening moves you shouldn't forget:

1. Put on your game face. When you open, it's about attitude. He who appears to want the least gets the most. At the beginning, one of the biggest mistakes is to seem too eager or desperate. Instead, try to appear hesitant, indecisive or bored. This will lower your opponent's expectations and force him or her to consider concessions he or she was hoping to avoid. This reverse psychology will bring the other side closer to the deal you want.

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