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The Five Golden Rules of Negotiation by Philippe Korda

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Decoding Lies

Whether or not you resort to bluffing, you need to accept the idea that your counterpart may also employ this tactic. Consider the data from the various studies conducted about the liberties that we all take with the truth. On average, an individual tells two major lies per day. A third of all normal conversations include at least an element of lying. This figure rises to 80% when it comes to job applications, and there is no reason to assume that business negotiations somehow miraculously avoid this flood of falsehoods that affects all human interchange.

Even more worryingly, four out of every five lies go undetected. Indeed, extensive research has demonstrated that human beings are incapable of distinguishing the truth from a ...

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