Are They Bluffing? How to Recognize and Defend Against This Tactic
Negotiate Anything
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Navigating Bluffs and Deception in Negotiations
Strategies for handling bluffing in negotiations, including preparation, using open-ended questions to uncover the truth, and knowing when to ignore bluffs. The chapter also stresses the significance of honesty in negotiations and the negative impact of engaging in deception on relationships and credibility.
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