Negotiation can bring out the shadier side in people. Every now and then, even the most upstanding pillars of honesty find themselves massaging the truth in pursuit of the perfect deal. So why do many of us find it acceptable to cast aside our scruples and tell lies at the negotiating table?
Usually, negotiators fib to artificially boost their share of the power balance. Truth-bending can help to mask or downplay their weaknesses and vulnerabilities. By exaggerating their position, deal-makers are able to squeeze extra leverage and unleash greater pressure on their unsuspecting opponents.
Untruths come in all types and sizes, from innocuous ‘little white lies’ to disingenuous bluffing and full-on falsification and deception. Sometimes negotiators are selective with the truth by omitting any information that doesn’t conveniently fit their version of reality. At others, they proactively orchestrate a web of false facts to gain unfair advantage.
Scotwork has been training people in the skills of negotiation for over 40 years. Their latest ebook, ‘The Truth about Lying’ (authored by Scotwork negotiation expert Tom Feinson) helps deal-makers get to grips with dishonesty in the negotiating room.
Learn how to pick up tell-tale clues and signals, deter and question, and measure the trust you have in your negotiation opponents. This ebook, produced by Amberjack, is a useful go-to reference for negotiators of all levels.