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Shark Repellent

Keep bullies at bay with these negotiating tips.

By Marc Diener • May 5, 2006 Originally published Aug 8, 2005

Opinions expressed by Entrepreneur contributors are their own.

If you react to intimidation by counterattacking, walking awayor caving, there's a better way: Stand your ground, andnegotiate.

  • Stay cool. Above all, relax. Ignore the theatrics. Ifyour opponent keeps interrupting, politely ask him or her to stop.Create a tactful timeout, such as another appointment. Not reactingmay take supreme self-control, but your maturity will pay off.Also, don't allow experts, celebrities or business leaders topsych you out.
  • Refocus on the issues. Intimidation is not the issue.Your deal is. No matter how long it takes, keep bringing thediscussion back to the real concerns: price, services, time periodsand so on.

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