dishonesty

The following items are tagged dishonesty:

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

Posted by & filed under Teaching Negotiation.

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, … Read More 

Negotiation Skills in Business Communication: Heading Off Deception

Posted by & filed under Business Negotiations.

In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the hope of improving their own outcomes. When negotiating his salary with the Cranbury, N.J.–based pharmaceutical marketing firm Carter-Wallace in 1997, Robert Bonczek misrepresented his prior title and salary … Read More 

Negotiators: Guard Against Ethical Lapses

Posted by & filed under Negotiation Skills.

During the past several years, one scandalous story of unethical behavior after another has made headlines: Countrywide’s and AIG’s risky business practices, trader Bernard Madoff’s Ponzi scheme, and former Illinois governor Rod Blagojevich’s alleged attempt to sell a U.S. Senate seat. As instances of people behaving badly proliferate, some commentators have wondered if we are … Read More 

In Business Negotiations, 12 Strategies for Curbing Deception

Posted by & filed under Business Negotiations.

In negotiation, deception can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. Unfortunately, most of us are very poor lie detectors. Even professions that encounter liars regularly, such as police officers and judges, do not perform better than chance at detecting deception, Professor Paul Ekman of the … Read More 

Honor Your Fellow Negotiator

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Negotiators: Guard Against Ethical Lapses,” first published in the Negotiation newsletter. During the past couple of years, a number of scandalous stories involving unethical behavior made headlines: Countrywide’s and AIG’s risky business practices, trader Bernard Madoff’s Ponzi scheme, and former Illinois governor Rod Blagojevich’s alleged attempt to sell a U.S. Senate seat. As instances … Read More