Hangin' Tough How to beef up your negotiating game

Just as strong is the word we often use to describe goodcoffee, tough is the word we often use to describe goodnegotiators. There's a definite advantage to being known thisway; it immediately reduces your opponent's expectations. Somemay soften, others will try harder; but in this competitive worldof business, they will all respect you for not being a softtouch.

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

• Don't talk too much. Be terse. The less you say, the lessyou reveal about your own position. The less you say, the more youcan listen for weaknesses or opportunities.