When we are involved in a negotiation, one of the key issues that we have to deal with is trying to determine if the other side is not being completely honest with us.
Our goal is to find ways to prevent them from using their negotiation styles and negotiating techniques to be deceptive. The other side may not realize that they are being deceptive, they may believe that they are being ethical.
We need to understand how we can work with the other side in order to avoid allowing deception to enter into our negotiation.
