I’m pretty sure that we’ve all heard that people make first impressions about us.  

In a negotiation, the expectation that someone is “tough” or  “cooperative” can become a self-fulfilling prophecy at the bargaining  table. When you approach an allegedly tough competitor with suspicion  and guardedness, he is likely to absorb these expectations and become  more a more competitive negotiator. 

How can we make this first  impression thing work for us during a negotiation?