To be a better negotiator, learn to tell the difference between a lie and <i>a lie</i>.
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No one really likes to think about how much lying goes on at thebargaining table. Of course not-it's troubling. On theone hand, we aspire to principled negotiation, win-win solutionsand civility with our opponents. On the other, our whole notion ofnegotiation is built on ethical quicksand: To succeed, you mustdeceive.
I'm not talking about the obvious cases, such as the baldlie. Those we all condemn, and in fact, our courts provide remediesfor them-albeit slow, aggravating, inconsistent and expensiveones. To me, it's the little lies, the omissions and evasions,that are more curious.
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