deceptive tactics in negotiation

The following items are tagged deceptive tactics in negotiation:

Negotiation Research: To Curb Deceptive Tactics in Negotiation, Confront “Paranoid Pessimism”

Posted by & filed under Teaching Negotiation.

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  

Negotiation Research You Can Use: Are Women More or Less Likely than Men to Use Deceptive Tactics in Negotiation

Posted by & filed under Business Negotiations.

Men tend to claim more resources than women in negotiation. Why? Gender discrimination and men’s greater propensity to negotiate are two explanations backed up by research. In a study, University of North Carolina professor Jason R. Pierce and Northwestern University professor Leigh Thompson identified another reason: men are more willing than women to resort to … Read