Negotiation research you can use: To curb dishonesty in negotiation, confront “paranoid pessimism”

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Article Excerpt

Business negotiators often worry about being deceived, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that our counterparts typically have access to information about preferences, alternatives, product quality, and so on, that we lack. Yet research shows that negotiators often behave honestly even when doing so costs them money.

Interestingly,

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