What is deliberate deception in negotiation?
Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in business offer strong incentives to detect these behaviors.
What is negotiation deceptive tactics?
Deceptive negotiation tactics are identified by assessing the negotiating party’s statements that misrepresent relevant information (consistent with extant literature, for example, Lewicki and Robinson, 1998; Robinson et al., 2000).
How is deception detected in negotiation?
Avoid closed questions that only give a ‘yes’ or ‘no’ answer.
- Establish a behavioural baseline. The skill in detecting deception is to look for changes from usual ways of behaving.
- Listen and observe closely. Look for changes in general behaviours that research suggests lying is likely to produce.
How do you use deception?
Deception can only be used when there are no reasonably effective, alternative methods available to achieve the goals of the research. Deception can only be used with study components that involve minimal risks (as determined by the IRB). Whenever possible, researchers must debrief subjects about the deception.
How do you negotiate a liar?
7 Ways to Negotiate With a Liar
- Tell the truth.
- Address their weaknesses.
- Keep asking questions.
- Don’t be desperate.
- Pause and listen.
- Offer options.
- Have a contingency clause.
How can a negotiators deal with the other party’s use of deception?
So, How Can Negotiators Deal With The Other Party’s Use of Deception?
- Ask Probing Questions.
- Force the Other Party to Lie or Back Off.
- Discuss What You See and Offer to Help the Other Party Change to More Honest Behaviors.
- Respond in Kind.
- Ignore the Tactic.
How do you deal with deceptive people?
- Resist the urge to let it slide.
- Weigh the impact.
- Ponder your wisest approach.
- Address the behavior.
- Ask direct questions.
- Reject “minimalism.” Some people try to minimize dishonest behavior by trying to pass it off as a little white lie, a fib, or insisting it’s no big deal.