L5M15 Exam Dumps : Advanced Negotiation

The “Pinocchio Effect” refers to identifying deception cues during negotiation—named after the fictional character whose nose grew when he lied. It explores body language and behavioural indicators of dishonesty.

Behaviours thatundermine honesty(e.g.,exaggerated claimsandfavouritism) erode credibility and trust in negotiations. Hardball techniques can be competitive but are not inherently dishonest; lack of a fixed agenda affects structure, not honesty.

In high-value, high-risk partnerships, success depends oncollaboration, trust, and shared goals. Hence,inspiring,consulting, andcollaboratingstyles promote open communication and joint problem-solving.