Business Week excerpts Liespotting Negotiation Chapter

When negotiating any business deal, the right preparation on your part can diminish the chances the other party will try to deceive you, according to the following excerpt from Liespotting: Proven Techniques to Detect Deception.

Typically, the lies you will hear during a negotiation are lies of omission. In one study, 100 percent of negotiators actively lied about or failed to reveal a problem if no one directly asked them about it. Liars are far more comfortable concealing information than falsifying it, because concealment doesn’t require them to concoct, remember, and then tell a story. It’s easier to feign confusion or pass the omission off as a mistake should the deception eventually be noticed. The liar can claim he was planning to mention the relevant fact but got sidetracked; maybe he didn’t know it was important; he might simply have forgotten to bring it up; and, in any case, it’s all a blur now. He can no longer even remember what was discussed on that particular occasion.

Regardless of whether or not a lie of omission is a “real” lie, the fact is that many such falsehoods eventually become lies of commission–outright falsification–once the opposing side does think to inquire about them………………………Since negotiations are frequently the starting point for business relationships, it’s just plain good business to steer clear of the cycle of distrust and deception that so often entraps participants at the negotiating table. What makes a good negotiator? Lots of people will tell you that he’s shrewd, astute, and somehow naturally gifted at wheedling exactly what he wants from a transaction. The facts are otherwise. Read Entire Excerpt

Comments are now closed for this post.