MSLD632 - Module 4 - Deception in Negotiations - Madeline Campbell

All individuals have a reputation personally, as well as professionally. During communication, reputations are at high stake, especially when an individual is in the midst of negotiating. In our text Hock states, “…reputations can be formed based on either first-hand experiences or second-hand experiences” (2001). After a negotiation an individual does not hope to come out of the conversation as a liar, deceiver or push-over. Furthermore, Hoch also reveals that, “…deception in some kind is an inherent part of human interaction” (2001). Identifying these lies and deceptions within negotiations is not an easy task, but rather a skill to be learned. Individuals should not want to be taken advantage of, or have their words be misinterpreted. It has been found in one study that 28 percent of people lie within a negotiation and that 100 percent of individuals were unsuccessful to reveal an issue or lied about it during a negotiation (Hoch, 2001).

One way an individual might reduce vulnerability and guard themselves against deception during a negotiation is through preparation. Within in Hoch’s text a step to protect yourself during negotiation is to prepare your questions, do research and be thoughtful with how one should word their questions. In Alan McCarthy’s video The 10 Rules of Negotiations, tip number five encourages one to listen 80% of the time, while you talk 20% of the time. Preparing one’s questions before time will help prevent over-talking, leaking vital information or saying something that is not fully accurate. This step would also pair well with Hoch’s advice to, “ask direct questions and listen carefully” (2001).  Another way one can rid vulnerability during negotiations would be to evaluate the motivations of others. “Negotiators should analyze their negotiation context and their negotiations partners” (Hoch, 2001). This is assessing whether or not one is losing money, what their goals are, etc. During a negotiation, an individual also must pay attention to nonverbal cues in order to reduce vulnerability to deception. These cues reveal more than a verbal cue if an individual is paying close attention. Hoch says that an individual should, “focus on increased blinking, changes in respiration, and reduced gesticulation” (2001). The fourth step I wish to bring to light in reducing vulnerability is for an individual/company to pay close attention to how they carry themselves after the negotiation. Gloating can reveal overconfidence, unprofessionalism, as well as fear that they were unsure if they would win the negotiation initially. If an individual is not modest, this could harm current or future relationships as it could bring the potential for a damaged reputation.

An example when my family was misled in a negotiation would be when we were selling a used airsoft gun on Craigslist. My husband and I listed it for $150 and had an interested buyer. The potential buyer said they wanted the gun and never said the price was too high. Unfortunately, once we arrived at our meeting zone, the buyer “accidentally” only brought $130. Of course, we could have said no, however, due to just wanting to sell the item and not deal with another seller we sold it at the below-listing price. This is an example of being misled, as the agreed upon and listed price was $150. This individual purposefully thought that lying would benefit them cost wise, which it actually did in the long-run (Hoch, 2001). In this situation, the initial factor I discussed in being prepared with questions would have benefited us. We should have met the buyer, asked if $150 was what he was willing to pay and had before offering him to see the airsoft gun.

I do not have a direct professional or personal example of an overstatement or claim that I have made during a negotiation. However, the main area that I can think of would have been a handful of interviews that asked about my public speaking skills. In my previous positions in sales for Marriott, each week we had team meetings at different properties and once a month had a board meeting with the owners and investors. I led the team meetings, where I would go over each event detail with a team of 5-25 individuals from maintenance, housekeeping and kitchen staff. For the monthly board meeting, the owners and investors would ask my about the sales and I would provide the required information. Technically, I do not think this counts as public speaking, but in my interviews roughly 2 years ago, I embellished that I public spoke quite frequently to make my resume a bit stronger. I justify this as my undergraduate degree required me to public speak every day in class, so even though my past work experience wasn’t based on public speaking, I was still comfortable and experienced with speaking in front of crowds.

References

Hoch, S. J. & Kunreuther H, C. 2001. Wharton on Making Decisions. Hoboken, New Jersey: John Wiley & Sons, Inc

McCarthy, A. (2011). The 10 Rules of Negotiations. Retrieved from https://www.youtube.com/watch?v=oy0MD2nsZVs&feature=youtu.be.