A composed, strategic response safeguards your interests in negotiations marred by dishonesty. Begin by establishing a factual baseline—cross-referencing their statements with reliable data and documented behaviour. Use precise, probing questions to bring inconsistencies to the surface, subtly allowing them to expose the gaps. Keep a meticulous record of each exchange, ensuring a robust foundation should escalation be required. Ultimately, resilience backed by solid evidence fortifies your stance. Truth endures beyond every layer of deception.

Navigating through a negotiation when your counterpart is being dishonest requires a strategic approach. Start by staying calm and professional, and gather all relevant information to identify inconsistencies. Address the dishonesty tactfully by asking clarifying questions and presenting evidence that contradicts their claims without direct accusations. Focus on your objectives and consider involving a neutral third party if necessary. Ultimately, be prepared to walk away if the deceit undermines the possibility of a fair and productive agreement.

Navigating a negotiation when a counterpart is being dishonest requires a careful, measured approach to protect your interests while aiming to keep the discussion constructive: Stay Calm and Focused: It's essential not to react emotionally. Keep a professional demeanor and focus on your objectives rather than getting sidetracked by the dishonesty. This shows that you’re in control and not easily shaken. Verify and Clarify Information: Politely ask for details or supporting documentation when you encounter something suspicious. Often, dishonest parties struggle to back up false claims. Asking clarifying questions also encourages transparency and may subtly prompt them to adjust their approach.

Avoid reacting emotionally. Keeping your composure shows strength and allows you to think clearly. Cross-check any claims or data they provide and politely ask detailed questions to clarify inconsistencies. Keep a record of all communication and key discussions. Specify the consequences if any agreements are violated. Be prepared to walk away or seek alternative partners if the deceit compromises trust beyond repair.

Keep your cool and channel your inner detective! Ask for "just a few more details" like you're piecing together a mystery novel. When they dodge, throw in some silence – works better than a lie detector! And if it gets too shady, just smile, grab your coat, and say, "Well, this plot twist isn't for me!"

In my experience, it is the immaturity and inexperience of the BDR that makes it seem as if they are dishonest when, actually, they are just ignorant of the rules of negotiation. Get all terms in writing and be prepared to produce those terms if the BDR renegs on the agreed to Ts & Cs. Another situation to watch for is changes to the contract if the vendor signs first. Your company should always sign first and then send the signed document to the vendor for signature. The rule is to Trust but Verify.