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Word Games

Don't let yourself get tangled in the other side's tricky talk.

By Marc Diener

Opinions expressed by Entrepreneur contributors are their own.

When you negotiate a deal, you support your position in avariety of ways, basing your arguments on fairness, recognizedauthorities, precedents and industry standards-all legitimateoptions. But your opponents might use "fuzzy logic" tofly below your mental radar. Here are examples of what to watch outfor and how to deal with them:

  • Analogies: These may be lovely and poetic, but theydon't prove a thing. If your opponent uses an analogy,challenge it-or counter it with one of your own.
  • Unidentified sources: Ask the other side forcorroboration-you're entitled. If your opponent can'tidentify the source, ignore it.

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