Negotiating With Liars
Lying is a central aspect of human behavior. Negotiators need to learn about every tool that will protect their interests.
One of the enduring truths about human beings is that we lie — frequently and often quite casually. In fact, if one believes the recent claims of many psychologists, the impulse to deceive resides deep within our genes, a central feature of our common humanity. As one scholar of deception puts it, “Lying is not exceptional; it is normal, and more often spontaneous and unconscious than cynical and coldly analytical. Our minds and bodies secrete deceit.”1
Numerous studies confirm that few people can make it through a typical day without lying.2 In one, subjects asked to ...
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