| A reputation for toughness is a great asset for a negotiator. It earns respect and diminishes your opponents’ expectations. Playing tough is part technique, part acting. Here are a few suggestions:
Say very little. It makes most people really uncomfortable. Often others will start babbling on, telling you things best kept to themselves — like where the bodies or treasure is buried.
Be frugal. Make them work for concessions. If you must give, give sparingly — and be sure to get something in return.
No means NO. Make it stick. Offer a credible explanation for your point, in case they think you’re a jerk.
Stake out the “non-negotiable.” Take definite issues off the table from the very beginning.
Don’t become too invested. It’s like dating. Attitude is everything. They won’t bother you with endless demands if they feel you’re seconds away from walking away from the deal.
Be professional. No backtracking. Once an issue is settled, it’s done.
Play to your advantage. Greater knowledge, connections and so on all give power at the bargaining table. Make sure they know who they’re dealing with.
Play hard. You’ve got to have endurance — not only to fight, but to wrap up all the details. The last person standing at the bargaining table is usually the one with the greatest ability to concentrate. | 