When I negotiate, I come across a fair bit of deceptive behaviors. It made me wonder if we were all lying or cheating when negotiating. I did some research and realized that we all do. Those who deny this are liars!:-) There are no saints or sinners. We’ve done it and here’s why:

Everyday people cheat and lie to strangers, friends, colleagues, clients and loved ones. It is just human nature. We have the ability to cooperate but also manipulate. Such ability developed after mankind’s use of language with the objective of gaining an advantage in the competition for resources and mates without using physical force. Well, you know what? Times have changed, but we are still programmed the same way.