Jonathan Shao

10/11/2016
Take Home Assignment #2
TF: Erik Woodward

Leslie K. John, How to Negotiate with a Liar, HBR, Vol.9, Issue 7, July-August 2016, pp.
114- 117

1. Many studies have indicated that people not only lie, but lie frequently; on average,

people tell one or two lies every day. In addition, roughly half of those making

negotiation deals will lie when they have a motive or opportunity to do so, in order to

gain an edge or procure a more favorable outcome.

2. In order to prevent deception, there are several science-backed strategies that allows one

to conduct a conversation in a way that makes it more difficult for the counterpart to lie,

giving one a better position in deal making and creating maximum value. These strategies

include encouraging transparent reciprocity, asking the right direct questions, watching

for dodging answers, not dwelling on ensuring confidentiality, and cultivating

information leaks.

3. Reciprocity works when someone shares sensitive information with us, our instinct is to

match their transparency. For example, when study participants were presented a list of

unethical behaviors and told that most other participants had admitted doing those

things were 27% more likely to reveal that they had done likewise than were people who

were told that only a few others had made such admissions. In particular, reciprocity is

pronounced in face-to-face interactions as two people who worked their way through a

series of questions designed to elicit mutual self-disclosure were more likely to become
 friends than pairs instructed to simply make small talk. Furthermore, a good way to

catalyze reciprocity is to be the first to disclose on an issue of strategic importance.

4. Asking the right questions is extremely crucial to getting the truth as many people lie by

omission, failing to volunteer pertinent facts in order to guard sensitive information that

could undermine their competitive position. Research by Julia Minson, Nicole Ruedy,

and Schweitzer indicates that people are less likely to lie if questioners make pessimistic

assumptions rather than optimistic ones. It seems to be easier for people to lie by

affirming an untrue statement than by negating a true statement. Therefore, asking

questions with pessimistic assumptions will allow the greatest chance of obtaining the

truth.

5. The dodging strategy is when someone tries to get around a direct question by answering

not what they were asked, but what they wish theyd been asked. Listeners usually dont

notice dodges, often because theyve forgotten what they originally asked. Dodge

detection is improved, however, when listeners are prompted to remember the question,

for example when the question is visible as the speaker replies.