论商务谈判中的谎言及其识别策略

谎言是商务谈判中的常态.谎言及其识别是每个谈判者必须面对的问题,谈判双方相互缺乏信任,以及信息的缺失是造成谎言的两大主因.歪曲事实、夸大事实、隐瞒事实和虚假的承诺以及额外的要求是谎言的主要表现形式.谎言会引起说谎者在情绪、语言的内容和尝试控制自己的行为等三个方面的变化.识别谎言的主要方法有三种:非语言行为识别、语言行为识别和生理反应识别.

On the Lies in Business Negotiations and Its Identification Strategies

Lies are the normality in business negotia- tions. Lies and the identification are the problems each negotiator must face to. Lack of trust between negotia- tors and lack of information are the two main reasons for causing lies . Distorting the facts , exaggerating the facts, concealment of facts and false promises, as well as additional requirements are the main forms of lies. Lies can cause the liars' changes in three aspects such as changes in mood, in language content and in the control of their own beh...