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Hangin' Tough

How to beef up your negotiating game
August 1, 2004
URL: http://www.entrepreneur.com/article/71814

Just as strong is the word we often use to describe good coffee, tough is the word we often use to describe good negotiators. There's a definite advantage to being known this way; it immediately reduces your opponent's expectations. Some may soften, others will try harder; but in this competitive world of business, they will all respect you for not being a soft touch.

Toughness is partly about your game face, but it's also about technique. When you're called on, or choose, to take the hard line, here are some ways to strengthen your game:

Use the power of silence-it tends to make the other side uncomfortable. In fact, many would rather tell you where the treasure is buried than tolerate these awkward moments.

If you must give, give just a little, and get something back in return-even if it's their agreement to take an issue off the table.


A speaker and attorney in Los Angeles, Marc Diener is author of Deal Power.