A632.4.5.RB - Deception in Negotiations

            Galin, Gross & Gosalker (2007) stated that face-to-face negotiations offer a better flow of information between negotiation parties, thus a better-making decision process. Negotiation is a process that takes practice, skill, patience, and a tough attitude in order to learn how to work with others during the process. One does not want to be perceived as a liar/ manipulator nor do they want to be viewed as a cream puff which Hoch, Kunreuther & Gunther (2001) describe as an individual who will make a concession and conciliatory regardless of what one does. In order to not fall into one extreme or the other during negotiation, one should evaluate information during the negotiation by establishing trust, asking direct questions, paying attention to nonverbal cues, and documenting the negotiation.

            During the negotiation process, trust must be established in order for both parties to be willing to work with one another. Hoch, Kunreuther & Gunther (2001) stated that negotiators should work to establish a foundation for trust at the beginning of the negotiation process. In addition, McClendon, Burke & Willey (2010) shared that integrity should be a crucial value to a negotiator because integrity involves knowing right from wrong and a level of moral reflection. Therefore, one should establish trust and work with the negotiator to set the foundation in order to avoid deception from the beginning of the negotiation process.

            Another step to avoid deception during the negotiation process is to ask direct questions, which Hoch, Kunretuther & Gunther (2001) stated that subjects were less likely to lie when they were asked direct questions. When an individual is not asked direct questions, they will either lie by omission or commission. Miles (2013) stated that questioning allows the negotiator to see the big picture. Finally, Miles (2013) shared the basic purpose of questioning during negotiation is to gain information from the other party. Questioning allowed the negotiator to gather additional information and time to pay attention to nonverbal cues.

            Hoch, Kunreuther & Gunther (2001) stated that nonverbal cues are more revealing than verbal cues because excess blinking, changes in breathing patterns, and reduced gesticulation are important nonverbal cues. Miller, Burboon (1982) explained that the nonverbal behaviors that people report relying on in assessing deception are also indicators of nervousness; this indicates that an attribute of nervousness may be an indicator of deception. The negotiator must pay close attention to the nonverbal cues during a negotiation process in order to pick up on deception from the other individual. While observing nonverbal cues, the negotiator should also document the negotiation process.         

            Finally, record keeping during the negotiation process is essential because Hoch, Kunretuther & Gunther (2001) explained that if the information is important than one should put it in writing, inspect the record, and insist on the guarantee. This will prevent the he said she said later on and there is a hard copy of what was said. By recording important details, this will prevent one from going back on their word and hold both parties accountable in the negotiation process.

            As a parent, the negotiation process is often used in order to have children cooperate or to get them to do their tasks. However, as children progress through life, they too learn the art of negotiation with their parents because they either want to do something, go to a friend’s house, or want the latest technology. During the negotiation process with my children, I will ask more from them knowing they will not do four chores but I can get them to do two or three. On my end, I am pushing the negotiation to complete as much as I can get them to do, however; on their end, they feel we have reached an agreement by completing two or three of the four tasks. This is a win-win negotiation.            

            Overall, the negotiation process takes several steps in order for the negotiator to work through the process. In order for the negotiation process to be successful, the negotiator needs to establish trust, ask direct questions, pay attention to nonverbal cues, and keep record of details.  

Galin, A., Gross, M., & Gosalker, G. (2007). E-negotiation versus face-to-face negotiation what has changed – if anything? Computers in Human Behavior, 23(1), 787-797.

Hoch, S. J., Kunreuther, H. C., & Gunther, R. E. (2001). Wharton on Marking Decisions. Hoboken, NJ: John Wiley & Sons Inc.

McClendon, B., Burke, D. D. and Willey, L. (2010), The Art of Negotiation: What the Twenty-First Century Business Student Should Know. Journal of Legal Studies Education, 27: 277–319. doi: 10.1111/j.1744-1722.2010.01078.x

Miles, E. W. (2013). Developing strategies for asking questions in negotiation.Negotiation Journal, 29(4), 383-412. Retrieved from http://search.proquest.com.ezproxy.libproxy.db.erau.edu/docview/1467455943?accountid=27203

 Miller, G. R., & Burgoon, J. K. (1982). Factors affecting assessments of witness credibility. In N. L. Kerr & R. M. Bray (Eds.), The Psychology of the Courtroom (pp. 169-194). New York: Academic Press.