Negotiate Anything Dan Oblinger: How to Detect and Address Lies in Negotiations
Feb 19, 2025
Dan Oblinger, a seasoned police crisis and business negotiator with a rich background in ancient philosophy, shares his expertise on navigating deception in negotiations. He reveals a three-pronged strategy centered on preparation, tactical listening, and confronting dishonesty while maintaining professionalism. Dan emphasizes the importance of understanding human behavior, meticulous research, and building trust to minimize deceit. His practical techniques for active listening and storytelling offer invaluable insights for effective negotiation.
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Three-Pronged Strategy for Deception
- Prepare for deception in negotiations, as it's crucial for lasting agreements.
- Develop a robust strategy: prepare, listen actively, and confront deception professionally.
Homework for Negotiations
- Know your negotiation partner's likely positions and the issue at hand.
- Research using open sources, social media, and conversations with past partners.
Deception as a Natural Reaction
- Deception is a natural human reaction to stimuli, not always malicious.
- Consider the frequency and magnitude of deceptive behavior when deciding to negotiate.
