Negotiating
Webs
As
offered by Hoch, Kunreuther, and Gunther (2001), almost 30 percent of
negotiators lie about an issue and another 100 percent fail to inform of a
problem or purposely lie during negotiations. “Lies of omission” are preferred
over “lies of commission” (Hoch et al., 2001, p. 189). Negotiators’ lies
include: reservation prices, interests, intentions, and material facts (Hoch et
al., 2001). Lies can also be organized to cover lies told to one’s self, lies
told about a particular target, lies told about another person, and lies told
about objects or events (Hoch et al., 2001). Those who were presented with
sizeable incentives “to misrepresent a forecast were more likely to lie” (Hoch
et al., 2001, p. 191). Since the commission of the first sin, when Eve was
deceived by the serpent; and, she in turn deceived Adam, lying is a part of the
negotiation process. Thankfully there are ways to guard against deception.
Before,
during, and after the art of negotiating occurs, and the lying begins, steps
can be taken to either reduce or avoid the negotiating webs of deception.
First, before the process begins, develop questions to “identify missing
information” and if necessary, as the questions more than once (Hoch et al.,
2001, p. 194). The same question, worded differently, can also help catch lies
being spun by the negotiator. Settings, such as face-to-face meetings, can also
help curtail the negotiator’s propensity to lie. Learning certain cues and
having the ability to detect both visual and vocal cues will also reduce the
chance for lying (Hoch et al., 2001). While negotiating, listen, look for
nonverbal cues, “ask direct questions”, and write claims made by the negotiator
down (Hoch et al., 2001). This provides one with their own point of reference
from which to develop more questions and by which to compare answers developed
through the process. Once the negotiation ends, be respectful, treat people
fairly, and do not let the other person know you have won the negotiation (Hoch
et al., 2001). Had I been more aware of these few simple steps, I may very well
have avoided being misled and would not have overstated a recent claim.
I
have a friend who believes she can paint and refinish cabinetry. I am not an
expert by any stretch of the imagination; but, with the help of my husband, I
was able to paint our kitchen cabinets and apply a faux finish to the countertops
by falling instructions from a kit. She marveled at the job done and took it
upon herself to offer her services to a women she knew was getting ready to
refurbish her kitchen. This past Monday she came to me and told me she a “done
deal” with this woman and that she simply needed my help in choosing paint
colors and the countertop kit. We spoke for more than thirty minutes at my
house and when I asked specific questions, she did not have answers. She showed
me a photo of the kitchen. I asked if new cabinet hardware would be purchased.
I asked her repeatedly if the woman was completely aware the process relied
solely on paint. I was to meet with her at this woman’s home in order to take a
look at the kitchen. When the next day came and went without a phone call, I
knew I had not been given all of the facts; and, honestly I was glad I had
taken the initial position of not wanting to take this remodel work. By
Wednesday, I was being told the woman now wasn’t sure what she wanted to do. I
believe my friend oversold herself and misrepresented her own painting ability,
along with her ability to take on a project of this size. What was initially
presented as a “done deal” had all but evaporated in less than 48 hours.
For
the past few weeks I have tutored my son in College Algebra. I had convinced
him to take the course instead of the remedial math courses and assured him
based on my experience, I could get him through the class. I relied on my own
history with the class, an A student, and did not listen carefully when he voiced
his own concerns. He is diligently working to now pass the class and I fear my
overstatement of my claim to be able to get him through the class may be
causing him undue stress. Rather than avoiding overconfidence, I am quite sure
I exuded the same. Did I consider my interests before his? Although I did not
actively misrepresent information, did I somehow leave out the difficulties he
might face?
Hoch
et al. (2001) conclude that deception is inherently human. Knowing this is half
the battle to better negotiations and subsequently better decisions. Have a
before, during, and after negotiation plan in place before talks begin. Look
for tell-tale signs. Phrases such as “let me be honest with you” and “to tell
the truth” should raise red flags (Hoch et al., 2001, p. 195). Hesitations with
speech, a change in vocal tone and pitch, “longer response time to questions”,
and stumbling for answers should send a flashing signal to beware of the webs
of deception often found in negotiations.
References
Hoch, S.J., Kunreuther, H.C.,
& Gunther, R.E. (2001). Wharton on
Making Decisions.
Hoboken,
NJ: John Wiley & Sons, Inc.
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