Not so easy when your adversary makes the Grendel clan look like Laurel and Hardy.

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"Poker's all about who your adversary is and how much of your credibility you risk, " he said.

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But it helps if you have the right mental attitude: The insurance company is not your friend, but your adversary.

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Most negotiators still believe, unfortunately, that being bombastic and making dramatic gestures when facing your adversary is the way to go.

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They may stop treating you as an adversary and become your partner in problem solving your way to a deal.

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