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Detecting Deception And Negotiating With Liars

In: NEGOTIATE PERSUADE AND CREATE GREAT DEALS

Author

Listed:
  • Michael Benoliel
  • Geetanjali Mukherjee
  • Jose Yong

Abstract

In the midst of a negotiation, it can be incredibly tempting to lie or misrepresent the facts. In fact, if you can successfully lie and get away with it in a negotiation, you could have a distinct advantage over the other party. Some studies suggest that roughly half of deal-makers, given the motivation and the opportunity, lie in order to gain an advantage. The irony is that most people believe that they have been lied to in these contexts. At the same time, knowing the benefits in doing so, how can you tell if your negotiation counterpart is lying to you? How good are you at detecting lies, especially in the negotiation context?…

Suggested Citation

  • Michael Benoliel & Geetanjali Mukherjee & Jose Yong, 2020. "Detecting Deception And Negotiating With Liars," World Scientific Book Chapters, in: NEGOTIATE PERSUADE AND CREATE GREAT DEALS, chapter 9, pages 139-152, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789811225420_0009
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    Keywords

    Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship

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