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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:
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