Bluffing in negotiations from "summary" of The Psychology of Lying and Detecting Lies by Bella DePaulo
Negotiations are often filled with bluffs and lies, and understanding how to recognize them and respond to them can be a useful skill. Knowing when the other party is bluffing can give you an advantage in the negotiation process and help you reach a better agreement.- Bluffing in negotiations is a common phenomenon, and it involves making false claims or statements intended to gain an advantage in discussion process.
- Bluffing has the potential to be successful if - on one hand - the negotiator properly prepares before attempting to bluff, and - on the other hand - does not underestimate the shrewdness of his counterpart.
- To bluff well, negotiators need to avoid being too arrogant in their approach; instead they need to recognize the strength of their opponent.
- It can be difficult for the person on the receiving end of a bluff to decide whether a statement made by another person is true or false.
- Often times, bluffs have deterrence value especially when dealing with experienced professionals who are aware of such machinations.
- It is important to realize that while bluffing could potentially lead to favourable outcomes, it is extremely risky and should be practiced with caution.
- Knowing how to accurately detect lies when negotiating can therefore be advantageous in terms of evaluating the authenticity of conflicting statements made during discussions.
- Both sides should be alert at all times, as a successful bluff could swing the power dynamic between two parties significantly.
