One of the most difficult yet important aspects of negotiations is to learn to detect inconsistencies or lies in other people’s accounts of the conflict. It’s difficult because most of us come from a place of relatively good will toward others, even in a competitive negotiation session… But not all of us.
It is a fact that in many conflict resolution settings, such as mediations or settlement conferences, you may run into some people who are stuck in a sort of victim mentality. On the one hand, you don’t want to appear unsympathetic and cold-hearted. On the other, it’s important that you be able to navigate your path somehow through the conflict to ultimate resolution.
We all have wished at some point in our lives that we could be able to read other peoples’ minds and detect when someone is being untruthful. This is especially true for mediators and arbitrators whose job it is to discern fact from fiction to come to a resolution on a conflict. But is there a real way you can tell if someone is lying? Yes, says Marc Salem.