Too often we think that the best settlement can be achieved only through overly aggressive and blustery tactics. The meaner the lawyer, the better the result. That's sometimes true, but not always.
While a negotiator who takes firm positions and creates the impression of having limited room to compromise can get good results, there is a big difference between a tough approach and an arrogant, audacious, or emotional "junkyard dog" style. A truly skilled negotiator is far more effective at getting a good settlement than someone who relies merely on bullying tactics.