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Pick Your Battles

Are you really outgunned, or are you just being outmaneuvered? find out how to tell the difference.

By Marc Diener

Opinions expressed by Entrepreneur contributors are their own.

I take strong issue with negotiating gurus who declare thateverything is negotiable. That just ain't so. Perhaps there ismore room to bargain than we sometimes imagine. But when you'rethe little guy, expect your opponents to protect their time andposition by steamrolling you.

According to ancient Chinese military genius Sun Tzu, "Hewho knows when he can fight and when he cannot will bevictorious." As always, put yourself in the other side'sshoes. Businesses often establish uniform policies to help them runsmoothly and economically-policies that, for good reason, are setin stone. A large company isn't likely to retool its accountingsystem, product line or management structure on demand. To dootherwise invites confusion in the ranks, mistakes and potentialliability. This rationale we can accept.

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