Chris Croft
Tips of the Month – Archive

Time management Tip 10



Be nice

Decide to do it

Instead of yes or no

The most important thing to prepare

How to practice without risk

Never go beyond your walk away point

Don’t open first

Instead of complaining

The Flinch

Is it OK to lie?

Why you need a good pack of tradeables

Negotiating internally

Reasons for not negotiating are all false

Walking away – really mean it!

Planning your opening offer

Negotiating - is it OK to lie?

Most people probably think it is OK, in fact probably even necessary.

But here are some reasons why lying is not such a good idea when you are negotiating:

1. You cannot know how much they know. Maybe their sister in law works in your office!

2. They will know through your body language: common signs of lying are touching your nose or covering your mouth, moving your feet or shuffling in your seat, looking away (or very fixedly at the person). A host of tiny signs which you can't control will give the other person an indefinable feeling that you're shifty.

3. They may well catch you out later in the process. Suppose you claim that something would be very expensive to do or include, and you end up doing it / giving it. You must have been lying earlier...  And if you have another meeting at a later date they'll remember.

4. Exaggerating the costs may take away your ability to trade or manoeuvre, as in the above example you have to either be revealed as dishonest or not do the deal when it's worth doing.

5. Remaining consistent puts undue stress on you and distracts you from other important parts of the process. There's enough other stuff to be thinking about during a negotiation!

6. When the deal is finished, what will your opening stance look like? It must not look like a total lie!

7. It's a small world. Any industry or sector tends to be pretty incestuous.

8. If you are caught later, the long term relationship will never be repaired.

Of course, being total open may not be a good idea either....

Alternatives to lying:

1. evade: "It depends on other factors"

2. you don't have to answer their questions, Just say "I'm sorry I can't tell you that" with a smile.

3. keep to feelings rather than facts:
"I wouldn't be happy with that"
"I feel that it's a reasonable request"

so there you are - being "almost nice" when negotiating!.

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