Interpersonal Deception Theory: Ten Lessons for Negotiators

• exposé
• cours - matière potentielle : the negotiation
• cours - matière potentielle : a negotiation

Introduction Believe me -- one of the few universal truths in life is that everybody lies. Lying is not necessarily the product of a malignant heart. Rather, it is simply a component of our human nature. What is meant by the term lie for the purposes of this paper is engaging in intentional deception during interpersonal (i.e., face-to-face) communications. Some deception is culturally acceptable while other forms are not.

• principles to the field of negotiation theory
• negotiation context
• deceptive communication
• interpersonal deception theory
• lie detectors
• course of the negotiation
• buller
• deception
• truth-bias
• truth bias
• individuals