The Truth About Lying:
a Negotiation eBook

How the world’s most effective negotiators remain in control in the face of lying, and build relationships based on trust

Trust is critical to any negotiation. Without trust, a negotiator may endeavour to wrap their opposite number in a straight-jacket of conditionality and removing any wriggle room. The more trust in a relationship, the looser the conditionality. If I know I can trust you, the more relaxed I am about the detail, which means better deals done more quickly, who doesn’t want that.

Managing your negotiating relationships can help to turn any negotiation to your advantage and secure the best deal. This eBook gives negotiators of all abilities essential insights into the nature and use of lying, how you can weed it out of your negotiating relationships and go on to build trust.

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Another fine mess!

Ever found yourself in that nightmare scenario when you are in front of another party in a negotiation and the partner you have taken with you to the meeting seems to have gone off track, starts revealing new information, giving in on things you had both agreed before the negotiation, being conciliatory when they should have been tough or tough when they should have been conciliatory. Even worse, the other side have...

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