Imagine you’re trying to strike a deal with a supplier or you are a supplier trying to strike a deal with a potential customer and the other company’s negotiator lies to you. Do you A) respond with honesty or B) lie right back?
Research: In Supplier Negotiations, Lying Is Contagious
You might want to be careful about who you’re doing business with, because in the end, your behavior is likely to be influenced by theirs.
November 14, 2022
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Summary.
Being deceptive — or not totally honest — in negotiations is fairly common. But two experiments found that it can have a harmful effect: It can spread in an organization. This article discusses the research findings and offers measures that can curb the practice of potentially contagious excessive deception.