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Burnout Busters

Find out how to keep your cool when your deal gets hot.

This story appears in the August 2002 issue of Entrepreneur. Subscribe »

In business, big deals mean big stress. The stakes are high, theplayers are edgy, the politics may be treacherous, and there'sbarely enough time to gather the info, much less digest and act onit. Although pressure is inevitable, how well you handle it istotally up to you. Here are some ways to keep from burning out atthe bargaining table:

Prepare, prepare, prepare. For me, this is the mosteffective antidote to any form of anxiety. Do your homework beforeyou negotiate. Spend the time to make your checklist of"gotta-haves," "like-to-haves" and"can-do-withouts." Your articulated goals are your roadmap. Without them, you're sure to get lost. If you're goingto need help, get your team in place early. Start gathering factsand performing due diligence immediately. Get each person what heor she needs promptly. Remember, your personal network is the keyto dealmaking success. If you cultivate that network before theopportunity arises, you will be able to jump on the opportunitywhen it does.

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