Lying in Negotiations: 3 Reasons Why It Does Not Work

Every year, several students ask me if it’s OK for them to lie in a negotiation. Some believe lying will give them an edge, while others worry they won’t be able to stand their ground without it.

Either way, my answer is always the same: No, it’s not OK to lie in a negotiation. Lying is unethical, in many contexts illegal, and it’s not even an effective negotiation strategy.

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