2021년 수능특강라이트 10강 E1,2(기출+)

I have known several negotiators guilty of hubris. They often dig their own graves because once they have made a take-it-or-leave-it offer, they can't tolerate the thought of losing face by returning to the table. You may argue that it's important to display toughness and resolve to the other side. However, earning a reputation for being tough doesn't serve you well at the negotiation table. Indeed, a reputation as a tough negotiator leads to a number of highly undesirable outcomes ― for example, counterparties will treat you with greater suspicion and act much tougher than they normally would. In an investigation of how bargaining reputation affects how others treat you, Cathy Tinsley found that "tough guys finish last," meaning that people negotiate more aggressively with those who have a reputation for toughness.

 

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