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Shark Repellent

Keep bullies at bay with these negotiating tips.

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

If you react to intimidation by counterattacking, walking away or caving, there's a better way: Stand your ground, and negotiate.

  • Stay cool. Above all, relax. Ignore the theatrics. If your opponent keeps interrupting, politely ask him or her to stop. Create a tactful timeout, such as another appointment. Not reacting may take supreme self-control, but your maturity will pay off. Also, don't allow experts, celebrities or business leaders to psych you out.
  • Refocus on the issues. Intimidation is not the issue. Your deal is. No matter how long it takes, keep bringing the discussion back to the real concerns: price, services, time periods and so on.

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