People,
including negotiators, lie every day, so when you’re trying to make a deal,
it’s important to defend against deception. The best strategy, says the author,
is to focus not on detecting lies but on preventing them. She outlines five
tactics that research has shown to be effective: Encourage reciprocity. You can
build trust and prompt other parties to disclose strategic information by
sharing information yourself. Ask the right questions. Negotiators often lie by
omission, keeping mum about relevant facts, but if directly asked, they are
more likely to respond honestly. Watch for dodging. Don’t let your counterparts
sidestep your questions—write them down in advance, take notes on the answers,
and make sure you get the information you’re seeking. Don’t dwell on
confidentiality. Studies show that the more you reassure others that you’ll
protect their privacy, the more guarded and apt to lie they become. So be
nonchalant when discussing sensitive topics. Cultivate leaks. People often
reveal information unwittingly, so listen carefully for any slips and try
indirect approaches to gaining information. [ABSTRACT FROM AUTHOR]