Tag: Negotiations

  • Bluffs versus lies: The line between persuasion and deception in negotiation

    Where’s the line between bluffing and lying, persuasion and deception, salesmanship and unethical behavior? Negotiation scholars (myself included) have not often answered that question, largely because we focus on what negotiators do instead of what they should do. So far be it from me to answer conclusively here. Nevertheless, a recent experience got me thinking…

  • Do I have to? Convincing yourself to do things

    A significant portion of life consists of convincing yourself to do things—things you know you should do but really don’t want to. From watching your diet, to organizing your garage, to seeing the doctor, unappealing but critical tasks abound. What can negotiations research teach us about such situations? Quite a lot if we treat them…