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.

44:04

Episode guests

Dan Oblinger

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Episode notes

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Quick takeaways

Effective preparation and information gathering are crucial for detecting deception in negotiations, allowing negotiators to identify red flags early on.

Tactical listening techniques, including open-ended questions and encouraging dialogue, help reveal inconsistencies and foster trust in negotiation dynamics.

Deep dives

The Complex Nature of Deception

Deception is identified as a multifaceted human behavior that poses significant challenges in both police and business negotiations. It is often overlooked by individuals, leading to detrimental outcomes in relationships and agreements. The speaker emphasizes the need for a robust strategy to address deception, acknowledging that many people move past it without confronting the issues. Recognizing that deception is common and understanding its complexities can help negotiators manage their emotions and prepare to tackle it effectively.

Intro

2min

Navigating Deception in Negotiations

7min

Navigating Deception in Negotiations

5min

Navigating Deception in Negotiations

5min

Mastering Tactical Listening in Negotiations

17min

Navigating Deception in Negotiations

4min

Enhancing Listening Skills and Negotiation Insights

3min

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In this enlightening episode of "Negotiate Anything," host Kwame Christian engages with guest Dan Oblinger, a seasoned police crisis and business negotiator, about effectively dealing with deception in negotiations. Dan leverages his diverse background, including his experience in ancient philosophy and ethics, to provide a comprehensive approach for navigating deceptive situations. The conversation covers a robust three-pronged strategy focused on preparation, tactical listening, and confrontation of deception without compromising professionalism. Listeners will gain valuable insights into how understanding the nuances of human behavior and active listening can uncover and manage deception in negotiation contexts.

What will be covered:

Dan Oblinger's unique journey from police crisis negotiator to business negotiator, and his insights into human behavior.
A detailed explanation of a three-pronged strategy to deal with deception, including preparation, tactical listening, and confronting deception.
Techniques for building trust and respect in negotiations to minimize the likelihood of deception.

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