How to Negotiate with a Liar … 

How to Negotiate with a Liar … 

By Fouad Bendris

Is there anything you can do to ensure you’re not duped in a negotiation? Yes, if you focus on prevention rather than detection. There are several science-backed strategies that can help you conduct conversations in a way that makes it more difficult for your counterpart to lie. Though these methods aren’t fail-safe, they will leave you better positioned in your deal making and help you to create maximum value.

Fouad Bendris’s insight:
Humans are particularly inept at recognizing lies that are cloaked in flattery ! 1. Encourage Reciprocity
2. Ask the Right Questions
3. Watch for Dodging
4. Don’t Dwell on Confidentiality
5. Cultivate Leaks

Source:: Strategy & Governance

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