DETECTING DECEPTION AND NEGOTIATING WITH LIARS

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 9 in Negotiate, Persuade and Create Great Deals, 2020, pp 139-152 from World Scientific Publishing Co. Pte. Ltd.

Abstract: In the midst of a negotiation, it can be incredibly tempting to lie or misrepresent the facts. In fact, if you can successfully lie and get away with it in a negotiation, you could have a distinct advantage over the other party. Some studies suggest that roughly half of deal-makers, given the motivation and the opportunity, lie in order to gain an advantage. The irony is that most people believe that they have been lied to in these contexts. At the same time, knowing the benefits in doing so, how can you tell if your negotiation counterpart is lying to you? How good are you at detecting lies, especially in the negotiation context?…

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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