This is where phychology enters in the negotiation world. U dont want them to think ur a sucker thats good for an easy buck. Knowledge on ur part,, of the work that needs to be done,, diplomatically communicated makes them relize that they cant play u for a fool. No Drama, No theatrics, just one business man dealing with another---Confidence. Nother words ----Yawn---I like the way u do business but I can always take it elsewhere.