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  • July–August 2016
  • Article
  • Harvard Business Review

How to Negotiate with a Liar

By: Leslie John
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Abstract

People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has shown to be effective: encourage reciprocity. You can build trust and prompt other parties to disclose strategic information by sharing information yourself. Ask the right questions. Negotiators often lie by omission, keeping mum about relevant facts, but if directly asked, they are more likely to respond honestly. Watch for dodging. Don't let your counterparts sidestep your questions—write them down in advance, take notes on the answers, and make sure you get the information you're seeking. Don't dwell on confidentiality. Studies show that the more you reassure others that you'll protect their privacy, the more guarded and apt to lie they become. So be nonchalant when discussing sensitive topics. Cultivate leaks. People often reveal information unwittingly, so listen carefully for any slips and try indirect approaches to gaining information.

Keywords

Negotiation Tactics; Negotiation Participants

Citation

John, Leslie. "How to Negotiate with a Liar." Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
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About The Author

Leslie K. John

Negotiation, Organizations & Markets
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More from the Author

    • March 2022
    • Marketing Letters

    When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

    By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
    • February 2022
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    Sugar-sweetened Beverage Purchases and Intake at Event Arenas with and without a Portion Size Cap

    By: Sheri Volger, James Scott Parrott, Brian Elbel, Leslie K. John, Jason P. Block, Pamela Rothpletz-Puglia and Christina A. Roberto
    • November 2021
    • Psychological Science

    A Salient Sugar Tax Decreases Sugary Drink Buying

    By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
More from the Author
  • When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
  • Sugar-sweetened Beverage Purchases and Intake at Event Arenas with and without a Portion Size Cap By: Sheri Volger, James Scott Parrott, Brian Elbel, Leslie K. John, Jason P. Block, Pamela Rothpletz-Puglia and Christina A. Roberto
  • A Salient Sugar Tax Decreases Sugary Drink Buying By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
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