The Naked Negotiator

“He has eyes to see and ears to hear may convince himself that no mortal can keep a secret. If his lips are silent, he chatters with his fingertips; betrayal oozes out of him at every pore.” -Sigmund Freud

The best was to curtail deception is to reduce the odds of it ever occurring in the first place.

Given lying in negotiation is endemic, how do you uncover lies and counter deceptive moves without compromising your credibility? Here are some practical tips:

• Guard against deception. The best way to curtail deception is to reduce the odds of it ever occurring in the first place.
• Ask direct questions. Research shows negotiators are much less likely to lie when faced with a direct question.
• Turn all your information gaps and assumptions into questions. Then test for consistency by asking multiple variations of the same question.
• Research the other party’s reputation. You need to protect yourself against negotiators who are prepared to lie and manipulate to gain an advantage.
• Keep a written record of all verbal claims and assurances. Negotiators are less likely to lie when written records are kept.
• Verify material information wherever possible. Negotiators are much more honest when they know you are prepared to check out any claims or representations.
• Ask for written representations and warranties. Don’t just take their word at face value. Ask them to write it down and warrant that it is true in a legally binding agreement.

Popularity: 68% [?]