Question

true or false: opportunities for deception in negotiations about the matters under negotiation are fewer when the information disparity between the parties is great

Answer 1

False

Current negotiation literature accepts that some form of deception is in fact a necessary part of the bargaining process. For example, it is accepted practice to be unwilling to tell your ‘must have’ issues or to disclose your bottom line. In fact ‘This is my final offer’ is regarded as the most common lie told by negotiators.

‍Deception is also linked to ethics and there are distinct cultural variances. These include cultural variance between countries, as well as between organizations and individuals.

The good news is, with some effort, we can train ourselves to make observations that help detect deception. These are based on the view that deception is difficult to conceal because lying takes more mental effort than telling the truth. This causes anxiety and stress leading to cues that give people away when they lie.