People who underestimate their opponent's willingness to give on key issues before the negotiation even starts end up with lower outcomes from a negotiation.

Question

Quizplus · Accepted Answer

This is because underestimating an opponent's willingness to compromise can lead to a lack of concessions and a less favorable outcome for the party who underestimated their opponent's willingness to give.

People Who Underestimate Their Opponent's Willingness to Give on Key