There is nothing that is more rampant in negotiations than deceptive practices. In a negotiation, parties may make unimaginable promises, conceal critical information, and do anything to stretch the truth. These activities have prompted scholars from different parts of the world to study deception, examine various reports on deceptive practices, and identify several deception determinants. Experimental study 1 in Meadow’s book, for instance, looks into a deceptive scenario in which subjects are asked to presume the role of a seller of a used car. The questionnaire scenario of the study elucidates a car works despite having a transmission problem. A potential buyer tests the car but unfortunately doesn’t detect the problem; therefore, he assumes that the car is working correctly. In the questionnaire, subjects were asked about the likelihood of revealing the car’s situation to a friend or a stranger, and the possibility of them lying when asked a direct question.
The method that the study employed was excellent as it involved eighty subjects, where twenty of them completed all the four versions of the distributed questionnaires. This implies that the number of subjects was sufficient as they made the study to be fully conducted. Finally, the study’s results revealed that the subjects were less likely to lie to their friends and when asked a direct question, which, in my opinion, is true and typical. I say will a whole heap of confidence because I know and firmly believe that most people always reveal their top secrets to their friends and when asked things directly.
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