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Don't Be a Stranger

Get the scoop on the other side before you meet them at the bargaining table.

By Marc Diener

Opinions expressed by Entrepreneur contributors are their own.

If you don't know exactly who you're up against, youcould shake on a deal and walk away missing a few fingers. Improveyour chances of success by finding out in advance the answers tothese questions:

1. Who's got the upperhand? Few negotiations occur between evenly matchedplayers. How do you stack up against your opponent? Who's gotsuperior leverage, bargaining skills or momentum? Who wants thedeal more? Strategy starts with assessing the other side'sstrengths and weaknesses, as well as your own.

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