Full access to Entrepreneur for $5
Subscribe

Hangin' Tough

How to beef up your negotiating game

By
This story appears in the August 2004 issue of Entrepreneur. Subscribe »

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:

Continue reading this article -- and everything on Entrepreneur!

Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5!