Question

Negotiations with liars

Please consider the following case :

You are the founder of a startup company in the healthy food industry. As you are looking for reliable suppliers you are entering into a negotiation with a business partner from italy.

what can you do to protect yourself against bad suprises because your partner is known for bending the truth?

what can you do before,during and after the negotiation?

Answer 1

To have a negotiation with a person who is known for bending the truth I will make sure that he is as much honest in the negotiation as he should be and keep testing that in the negotiation process. I will get all the research done about the person and his negotiation abilities. How honest he can be in his commitments and how much I can trust him. Based on this research I will plan my negotiation. I will not start the negotiation with a rigid attitude or initiate bargaining but first show trust in him and let him keep his points. I will let him speak and listen to him in a way that makes him believe that I am trusting him.

With this, I will also be particular and decide my range of negotiation so that I know where and how much I can mould in the bargain. I very good way to deal with people not true of words is to make them give in writing whatever they are committing in words. Dishonesty or lies is shown after the deal is made, hence having written proof then will be of the best help to deal with such people. I will also show him the confidence and attitude of understanding where people can be deceiving and how to handle such a situation. I will not depend on him for the final decisions but instead, show active participation in the negotiation.

Most importantly I will close the deal with all the terms agreed upon written and signed legally so that the person cannot deny any clause in future. Even after the negotiation I will not trust him blindly on any decision or deal made but make full research and make sure before taking any step for the business.