Top Negotiation Tactics from the Cast of ABC's 'Shark Tank'

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ABC's "Shark Tank" - Season Six
Michael Desmond/ABC via Getty Images
By Lauren Lyons Cole

NEW YORK -- When it comes to negotiation, certain guiding principles can make the process more effective and less painful.

To really master the art, it pays to develop a personal style that works best for you. The cast of ABC's "Shark Tank" has done just that, turning negotiation into entertainment television watched by millions of people. We asked each of the sharks to share his or her fail-proof negotiation tactics, they answers came back mirroring the unique personalities on the show. Keep reading to find out their default approach to negotiating. It just might give you some ideas.

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Top Negotiation Tactics from the Cast of ABC's 'Shark Tank'
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Top Negotiation Tactics from the Cast of ABC's 'Shark Tank'

Generally considered outspoken, Mark Cuban's top negotiation tactic is to be quite the opposite. So, what's his go-to method?

"Shut up," he says. "People get nervous when there's silence. Always make eye contact. The more confident you get the easier it is to have eye contact."

It didn't always come naturally for him. "But now you see me do it up there all the time," he adds.

Fans can attest that Cuban's expectant stare is common during negotiations on "Shark Tank." His approach demonstrates that body language can be more powerful than words when negotiating.

Barbara Corcoran is equal parts sugar and spice, combining her easy smile with tough love when interacting with entrepreneurs on "Shark Tank." Her approach to negotiating is simple, and yet not one that just anybody could pull off.

"Make people like you," she says definitively. "If you can make people smile and laugh, you've got them halfway there."

Corcoran's warmth and charisma make it difficult not to like her and harder to contradict her terms in a discussion. She's also known on the set of "Shark Tank" for having an endless supply of one-liners. No wonder she's been so successful.

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