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Hang Tough

Secrets to staying strong at the bargaining table.

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This story appears in the April 2007 issue of Entrepreneur. Subscribe »

A reputation for toughness is a great asset for the negotiator. It garners respect and reduces your opponents' expectations. Playing tough is part technique, part theater. Here are some ideas.

Don't say much. It makes most folks really uncomfortable. They'll often start chattering away, telling you things best kept to themselves--like where the treasure is buried.

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