I went through my Negotiation Professor's article about lying in negotiations. His point is that we can't stop people from lying in negotiations, and it behooves us all to defend ourselves against it.
Here is a sampling of his defense tactics:
Conduct Thorough Background Research
Network to Choose Your Negotiation Counterpart
Create Rapport
Demand the Use of Objective (third party) standards (eg. Bluebook values for cars)
Establish Long-Term Relationships and Watch for Signs of Deception
Ask Come-Clean Questions at appropriate times
3 years ago
1 comment:
Nate, I am glad that you are learning this because if I ever need it I will call you. You just keep yourself sharp and alert for any deception.
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