suc谈判学生ppt ppt等多个文件confronting lies and deception.ppt

Confronting Lies and Deception Group 10:龚朝敏，谢亮 肖庆玲，李石榴 Contents Lead-in Pre-emptying lies and deception Lie detection You caught them in a lie… now what? Smart alternatives to lying Conclusion Lead-in Introduction It is worth nothing that the reasons people lie in negotiation can also vary. More often, however, lies and deception are designed to fully entirely self-serving ends: to make more money and to get a better deal. Main Aims How to make it less likely that people will lie to you How to detect when someone is lying to you What to do when you catch someone in lie How to eliminate your own desire-and need-to lie How you can be ethical without losing your shirt at the bargaining table Pre-empting lies and deception Defense strategy 1: Look prepared Defense strategy 2: Signal your ability to obtain information Defense strategy 3: Don’t lie Look prepared The best defense against lies and deception is to eliminate your counterpart’s temptation to lie. Tips: The more prepared you seem, the less people will want to lie to you. Tactics Arriving on time for all meetings and negotiations Being well prepared to discuss details regarding the myriad of issues that are involved Being well organized and efficient Speaking intelligently on issues related to their business and the industry-including issues that are not directly relevant to the current negotiation Remembering the finer details of prior discussions with the other side and/or referring explicitly to notes you made during an earlier meeting Responding expeditiously to requests for information or to the other side’s offers These tactics will not only help you to negotiate more effectively, but also make it less likely that others will lie to you. Don’t lie Problem: What if everyone else is justifying their own lies using the same logic? What if most people would love to live in a world without deception, but each is stuck telling lies in self defenses? Tactics By revealing information that makes