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Published: Feb 07 , 2019
Author: Stephen White

Firstly a definition: Deception is an act or statement which misleads, hides the truth, or promotes a belief, concept, or idea that is not true. Commercial negotiators do it all the time, normally without qualms. Buyers imply that a rival supplier has offered a lower price than yours. Sellers indicate that their goods are in short supply. Sometimes the deception in negotiation works but often it is treated sceptically and as a result, trust is eroded between the parties, obviously not good in any relationship, long or short. So deception does matter.

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Published: Dec 17 , 2015
Author: Alan Smith

Is there a difference between telling lies or just being misleading? I guess lying, rather like beauty, may be in the eye of the beholder. "I want you to listen to me. I'm going to say this again - I did not have sexual relations with that woman, Miss Lewinsky." Was this the most blatant lie in modern times? ...

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Show up and throw up!

An evocative phrase that I heard in two different settings for the first time last week. It concerns the behaviour of salespeople who spend inordinate amounts of time in what is best described as rampant persuasion rather than try to understand what the customer wants. As you must know by now (if you are regular readers of this BLOG), Scotwork are absolute experts in the art of negotiation. We often describe negotiation as what happens when the selling (persuasion) stops.

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