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12 Ways to Get What You Want

The following are tips from Leigh Steinberg, an agent that has represented many athletes in their contract negotiations. It may be helpful in everyday dealings in working with buyers and sellers or suppliers.

# Align yourself with people who share your values.

# Learn all you can about the other party.

# Even if you don't have an option, convince the other party you do.

# Set limits before the negotiations begin. Be prepared to walk away.

# Establish a climate of cooperation, not conflict.

# In the face of intimidation, show no fear.

# Learn to listen.

# Be comfortable with silence.

# Don't play 'split the difference' game. Avoid wasting time arguing the validity.

# Emphasize your concessions; minimize the other party's.

# Never push a losing argument to the end.

# Develop relationships, not conquests.