Tough Guys Finish Last
Here's The Science That Proves It
This research article from the Harvard Negotiation Law Review that literally shatters the myth that aggressive negotiators come out ahead. If you are a serious student of negotiation, this is a must-read. Click on the link below to download it.
Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiating Styles
This research article shows why civility, empathy, and cooperation are more effective negotiation behaviors than aggressive competitiveness.