Research tells us that people tell one or two lies every day. Additional studies report that half of negotiators will lie when they have motive and opportunity. Even more studies tell us we can only correctly identify lies about half the time.
Fortunately, scientific examination tells us that we can conduct conversations in ways that make it difficult for our counterparts to lie.
Source: Harvard Business Review, July – August 2016.
Is there anything you can do to ensure you’re not duped in negotiation? Yes, if you focus on prevention rather than detection. There are several science-backed strategies that can help you conduct conversations in a way that makes it more difficult for your counterpart to lie.