Impression Management
Curating what others see of you — Goffman's front stage — is universal; the risk is deciding to protect the performance rather than the outcome, and being played by others' performances.
An everyday example
Not asking a basic question in a negotiation because it might make you look junior.
What it can cost you
Information you did not get because asking looked bad; trust you gave to a polished front.
Warning signs
- I nodded instead of asking.
- I am impressed by the polish and cannot name the substance.
One thing to do
Ask the embarrassing question; count how much of a counterpart's case is presentation versus verifiable substance.
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