Negotiate Anything The Truth About Lies: A Masterclass on Deception in Negotiation
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Nov 5, 2025 
Dan Oblinger, a former police crisis negotiator, and Jack Schafer, a former FBI behavioral analyst, delve into the complexity of deception in negotiations. They discuss why people lie, exploring the psychology behind half-truths and the signals that reveal hidden agendas. Oblinger emphasizes tactical listening and preparation techniques, while Schafer shares methods to spot lies through emotional cues and cognitive overload. Both experts stress the importance of building trust and understanding human behavior to navigate tricky conversations without losing control.
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Warn, Don't Bluff
- Offer warnings instead of bluffing to preserve credibility and produce the same pressure effect ethically.
- Deliver warnings with the 'warning sandwich': positive, negative consequence, positive, then invite continued negotiation.
Neutralize Emotional Threats With Pauses
- When someone uses emotional threats, pause and offer a break to cool emotions and avoid making concessions under pressure.
- Use calm empathy: acknowledge emotion, suggest a break, and invite continued productive negotiation.
Use Alternatives To Call Bluffs
- Know your alternatives (BATNA) before negotiating to prevent intimidation and confidently call bluffs by letting bad deals go.
- Let them leave; their return reveals their lack of alternatives and increases your leverage.
