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6 ways to guarantee yourself the bad end of a negotiation

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

There are no absolute rules in negotiation; every principle hasan exception. But if you've done any of the following,you've probably pulled a rookie mistake:

  • Not Having a Bottom Line:To get what you want, you've got to know what you want and beable to articulate your goals clearly. Before you sit down tonegotiate, do yourself a gigantic favor: Make a wish list of whatyou must have, what you would like to have and what you can dowithout. This is your road map, and it will give you more focus andpower at the bargaining table.
  • Not Setting Your Goals HighEnough: If you don't ask, you don't get, sostart high. The loftier your aspirations at the outset, the moreyou'll end up with at the closing. Ask for more than youexpect, or you'll get less than you deserve.

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