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Negotiating for More

Business Insider 03:02

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January 12, 2011

Stuart Diamond, author of Getting More, is an expert in negotiations. He tells Business Insider CEO Henry Blodget that small business owners need to understand what's going on emotionally on the other side of the negotiation. By talking and getting to know what the other side really wants, you find intangibles that can increase the value of a deal. For example, the price of a company's buyout could be significantly reduced if the seller wants a position within the new company.

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