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Lecture 13: 10/13/04 Negotiating Strategy

Lecture 13: 10/13/04 Negotiating Strategy. Lies (and the Lying Liars who tell them) Ethics Wrap up. What Makes a Lie?. Intent important: The will to conceal or mislead crucial Notification Key that it is not an understood deception We often give implicit consent Concealment

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Lecture 13: 10/13/04 Negotiating Strategy

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  1. Lecture 13: 10/13/04Negotiating Strategy • Lies (and the Lying Liars who tell them) • Ethics • Wrap up.

  2. What Makes a Lie? • Intent important: The will to conceal or mislead crucial • Notification • Key that it is not an understood deception • We often give implicit consent • Concealment • Produces many of the same clues.

  3. What is not a Lie? • Secrecy- notification • Broken promise- if no intent to break • Failure to remember (an honest one) • Self-deceit • Cancer patient example • NASA Challenger example • Natural liar/natural performer

  4. Techniques of Lying • Telling a false statement • Telling the truth falsely • Telling half truth • Incorrect inference dodge

  5. Why Lies Fail • Inadequate Preparation - Consistency • Liars who don’t plan their line or are unprepared to answer questions are likely to be exposed • Can become overrehersed • Skillful liars don’t overcorrect • Emotions • Hard to express unfelt emotions / conceal true feelings

  6. Common Emotions of Lying • Fear of being caught • See this in Lie-detector protocols • Be careful of Othello's error • Guilt • Duping Delight • The pleasure and excitement of “putting one over”

  7. Leakage: Clues & Signs • Hard to suppress strong emotions: Emblems • Shows on face, posture, shoulders & hands • Often covered up by actions • Facial expressions • Masking smiles: in the eyes • Leaking in eyes and lip. • Vocal Clues • Increase in pitch often accompanies lies / strong emotions • Pause speech or slips: when trying to not say something • Gestures- “Illustrators” • Liars use fewer (less natural) hand or non-verbal gestures

  8. Ethics: A Few Considerations • Is there a difference between lies which are: • Immaterial, Informative of value? • Verifiable? • Situations in which tough calls have to be made: • Divest others of wrong beliefs? • Omit vs. Commit? • Take advantage of other’s Un-sophistication? • What about Power?

  9. Now What? • What if a negotiating partner lies? • Often best not to call them a liar. • Should you let them know you know they are lying? • Can be used as influence through consistency • What if negotiations break down? • Was there a Zopa? • Can you use this to learn?

  10. Thank You! I’ve thoroughly enjoyed teaching this, and wish you all well with the rest of the semester.

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