Negotiating with a Liar

HBR IdeaCast

Harvard Business Review

Leadership, Entrepreneurship, Communication, Marketing, Business, Business/management, Management, Business/marketing, Business/entrepreneurship, Innovation, Hbr, Strategy, Economics, Finance, Teams, Harvard

4.4 • 1.9K Ratings

🗓️ 11 August 2016

⏱️ 22 minutes

🔗️ Recording | iTunes | RSS

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Summary

Leslie John, Harvard Business School professor, explains why you shouldn't waste time trying to detect your counterpart's lies; instead, use tactics drawn from psychology to get them to divulge the truth. She's the author of the HBR article "How to Negotiate with a Liar."

Transcript

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0:00.0	When leadership advice feels like buzzwords and platitudes, it's time to get real.
0:05.9	HPR's podcast Coaching Real Leaders brings you behind closed doors as Muriel Wilkins coaches anonymous
0:11.9	leaders through raw honest career questions
0:14.6	that we all face.
0:15.9	Listen and follow coaching real leaders for free
0:18.3	wherever you get your podcasts. Welcome to the HBO Idea Cast from Harvard Business Review.
0:32.8	I'm Sarah Green Carmichael.
0:34.5	Today I'm here in the studio
0:36.4	with Harvard Business School Associate Professor Leslie K. John.
0:40.2	She is the author of a new HBO article How to Negotiate with a Liar.
0:45.2	And it has been one of the most popular articles on our site this whole summer.
0:48.8	So Leslie, thank you for joining us today.
0:51.0	Thanks for having me.
0:52.0	So this article has really struck
0:54.1	accord with our readership. I'm thinking partly this is because many people
0:58.5	often suspect they're being lied to in negotiations. Maybe some of them are also doing some concealing of
1:05.3	information themselves. So how common is lying actually?
1:09.0	Lying is unfortunately quite prevalent in everyday life, not all lying I mean that sounds
1:15.4	much worse than I think it actually is because there's lots of lying or what I
1:19.2	would call white lies so do I look good in this dress?
1:22.3	yeah you look great, honey. But lying is actually quite prevalent. The type of lying that we're particularly worried about in negotiation is when one party has a very privileged piece of information and has a motive to deceive,
1:36.0	distort lie about that piece of information.
	...

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