Lots of research has shown that people lie — and they lie often. Negotiators are no exception, so deception is one more thing that you have to prepare for, and take steps to prevent, before negotiating. The next time you’re in a negotiation, make it more difficult for your counterpart to lie by disclosing information upfront. Humans have a strong inclination to reciprocate disclosure: When someone shares sensitive information with us, our instinct is to match their transparency. In fact, simply telling people that others have divulged secrets encourages reciprocation. So go ahead and reveal some information at the start. You want to be the first to disclose something of strategic importance, because your counterpart is likely to share information in the same category. This strategy has the added benefit of letting you frame the negotiation, which can increase the chances that you get what you want.
Adapted from "How to Negotiate with a Liar," by Leslie K. John
