For some people, the thrill of the negotiation is akin to the thrill the rest of us receive on a giant roller coaster. When asked why they majored in business, droves of successful businessmen routinely answer, "to negotiate." The key, of course, to successful negotiating is knowing when you have your opponent on the ropes. Being able to tell if someone is lying is important if you are a judge, a poker player or a Fortune 500 Company CEO. Let's take a look at some aspects of lying that can give you the upper hand at the negotiating table.
There are two types of business negotiations, casual and intense. A good negotiator knows how to look for tells in both kinds of negotiations, and there are quite a few things that show up no matter what. The first, and the most cliche', is a nervous tick of some sort that the opponent doesn't even realize he or she is doing. It could be taking a drink of water, touching their ear, a funny sounding laugh, anything. It is your job to look for patterns to find behaviors that the person across from you is doing over and over again.
Another revealing point that many people have is using extreme sarcasm when asked a question. Instead of simply saying no, or telling you that their company wouldn't possibly do that, their voice raises several octaves and they feign surprise or use exaggerated body language. If you listen closely when this happens, they seldom deny the accusation you just made. They instead choose to make light of it. This is a common tell that most people don't even realize they are making.
Sudden changes in posture or facial expressions are often common aspects of lying. If the person on the other side of the table tells you something than suddenly crosses their arms and sits back while dramatically exhaling, it could simply mean that they are tired and in need of a break, but if this behavior happens several times during a single negotiation, it could be a sign that he or she is lying.
Probably the most reliable sign that someone is lying is a sudden increase in anger or defensiveness. It is the most common physical manifestation of lying since it is natural for the liar to try to deflect or project their insecurities on to the person that they are speaking with. If you notice a sudden outburst or a sudden accusation lobbed at you for no apparent reason, that's a good sign that they are lying. If a negotiation does this on a regular basis, it is safe to assume they aren't very good at their jobs.
Finally, if you feel like you've gotten into a negotiation with a seasoned pro, you might have to look for tiny tells like blinking or the amount of perspiration the other person is doing. A good negotiator knows their own signs and learns to cover them up. Ask any frequent poker player - a tell can ruin your hand or your negotiation in a heartbeat.
Author Resource:-
Mark Warner is a Legal Research Analyst for RealDealDocs.com. RealDealDocs gives you insider access to millions of legal documents online drafted by the top law firms in the US that you can download, edit and print. Search For Free at http://www.RealDealDocs.com.
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