How to Handle Bluffs and Detect Lies
Carl RITCHIE: We had some tough negotiations, but at least they always took place in an atmosphere of great trust.
Margaret PEAKE (mockingly): Great trust? I wouldn’t go as far as that!
Carl RITCHIE (stunned): Did you suspect me of sometimes lying to you?
Margaret PEAKE: “Lying” is putting it too strongly.
Carl RITCHIE (with curiosity): But you always told me the truth, at least. I was always convinced of that.
Margaret PEAKE (shaking her head with an expression of mock sadness): Come on, Mr. Ritchie, if I’d always told you the truth, I’d have been shown the door a long time ago.
Get The Five Golden Rules of Negotiation now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
