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. Unfortunately, however, most of us are very poor lie detectors.
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deceptive tactics in negotiation
The following items are tagged deceptive tactics in negotiation:
Deceptive Tactics in Negotiation
Men are more likely to endorse deceptive tactics in negotiation than women are, a research study reveals. But it would be a mistake to read too much into such gender differences in negotiation, as other factors appear to play a more influential role.
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Negotiation Research: To Curb Deceptive Tactics in Negotiation, Confront “Paranoid Pessimism”
Business negotiators often worry about deceptive tactics in negotiation, 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 … Read More
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