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Right On Time

Use the art of timing to your advantage in negotiations.

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

When you negotiate a deal, know when you have the most leverage and when you have the least. That's how you put time on your side.

The pulse: Power can ebb and flow. Note the pace and tone of the other side's responses. Are they fast because they're effective or because they're desperate? Are they acting disinterested to manipulate you, or do they really not care? Some strategists recommend change-of-pace tactics. Whether it's an accelerando or a decelerando, you best play it well, lest your audience boo you off the stage.

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