The Truth About Lying:
a Negotiation eBook

How the world’s most effective negotiators remain in control in the face of lying, and build relationships based on trust

Trust is critical to any negotiation. Without trust, a negotiator may endeavour to wrap their opposite number in a straight-jacket of conditionality and removing any wriggle room. The more trust in a relationship, the looser the conditionality. If I know I can trust you, the more relaxed I am about the detail, which means better deals done more quickly, who doesn’t want that.

Managing your negotiating relationships can help to turn any negotiation to your advantage and secure the best deal. This eBook gives negotiators of all abilities essential insights into the nature and use of lying, how you can weed it out of your negotiating relationships and go on to build trust.

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Qualifications

“When it comes to the qualifications we demand of our president, to start with, we need someone who will take the job seriously.” Michelle Obama. Don’t stop reading - this blog is not about Donald Trump. In the run up to the election of a new Labour Party Leader 4 years ago, the four candidates were invited by LBC radio to quiz each other. You can see the questions to Jeremy Corbyn here. There are two points of note. Firstly, when asked if he wants to be Prime Minister he ducks the question several times, instead referring to the ideological changes he wants to make within the Labour Party. Secondly when asked about his qualifications and experience to be leader of a major political party his answer is objectively underwhelming – before being an MP, he says, he had been a local councillor for 10 years. I don’t think it is difficult to relate those answers in 2015 to the current divided state of the Labour Party.

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