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Playing the Fool?

Wise up by avoiding these 5 negotiating mistakes.

This story appears in the April 2006 issue of Entrepreneur. Subscribe »

1. Not aiming high enough: If you don't ask, youdon't get. In other words, ask for more than you expect, oryou'll get less than you deserve.

2. Doing their job: Once you make an offer, wait. Theother side has three choices: accept it, reject it, or make acounteroffer--which means you can negotiate some more. If youbetter your offer before the other side answers, you are givingaway the store. They'll label you a wimp, then wait for theperfect moment to really start grinding you down.

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