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News and advice for smallbusiness owners. Included profiles of smallbusiness owners, detailing the challenges theyve faced and successes theyve achieved;. Jacket when you actually dont, but other times the lies can result in Something Big and harmful to your company. Many of us have faced someone across the Negotiating Table who were not totally sure is telling the truth. If thats the case, what do you do . How do you strike a deal effectively if you dont trust the person on the other side. I sat down with Harvard Business School Professor leslie john who gave me some ideas. Is it easy to spot...

Big fan of checklists. check off whether that person actually answered the question. >> another thing that can be helpful is to take advantage of information leakage. how we sometimes just will make fleeting comments and they actually reveal stuff about what we know. >> so how do you get people to then, you know, go beyond not lying but actually tell you the truth that they're hiding from you? >> so in a negotiation, what you could do is you can present a counterpart with two different offers that you are indifferent between. so you don't -- offer a, offer b, you're equally happy if that's the...

Write down the questions and check off whether that person actually answered the question. another thing that can be helpful is to take advantage of information leakage. how we sometimes just will make fleeting comments and may actually reveal stuff about what we know. >> how do we get people to then, go beyond not lying, but actually tell you the truth they are hiding from you? >> yes. in a negotiation, you can present a counter part with two different offers that you are indifferent between. offer a, offer b, you are equally happy if that's the one you agree upon. ask which would you prefer ...