How to Prevent the other Party in Negotiating from Lying
Chloe Xu, Australia, Premium Member
Nearly half of people will lie in a negotiation when having a motivation and the opportunity to do so, according to studies. But it is obvious that cheating can cause reaction in negotiation and may prevent creative problem solving that leads to win-win outcomes. It thus is one of the intangibles that negotiators should prepare for and take steps to prevent. People however are terrible at accurately identifying whether someone is telling a lie or not, according to a meta-analysis.
Leslie John, an Associate Professor of Harvard Business School, believes that prevention works better than detection to ensure people are not cheated in a negotiation. Here are some science-backed strategies that can make it difficult for the other party to lie in a conversation:
- ENCOURAGE RECIPROCITY. People prefer reciprocating disclosure, particularly in face-to-face interactions. Developing a close relationship by reciprocity enables people to be more frank to their coun...