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Here's What I'm Thinking

You'll get your best deal if prospects see things your way.

By Marc Diener

Opinions expressed by Entrepreneur contributors are their own.

Lyman Beecher, a famous 19th-century preacher, once calledpersuasion "logic on fire." To be a truly persuasivenegotiator, you must be able to articulate good, solid reasons forthe demands you make, as well as the demands you reject. As always,preparation is key. Here are a few ways to amp up your power ofpersuasion:

  • Have all the facts at your fingertips. Become fluentwith the details of your deals.
  • Learn the lessons of history. Research the applicableindustry's customs and practices, as well as how the other sidehas done things before. This is your opponent's frame ofreference, and it will have a profound effect on how he or shereacts to your proposals.

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