Faking

Disciplines > Negotiation > Negotiation tactics > Faking

Description | Example | Discussion | See also

Description

Dress well and pretend to be affluent. Or dress down and pretend to be poor.

Mention qualifications that you do not have. Talk about experiences that you have not had.

Name-drop about people you have not met. Mention your membership of exclusive clubs.

Or otherwise pretend to be someone you are not.

Example

When I was working on my doctorate, I proved that this is the hardest substance with the required flexibility coefficient.

I was talking with Brad at the Oscars ceremony and he said that celebrity interest in these is going up.

No, I've been doing this for ten years and I can tell you that would cost a mint and take at least a year to get going.

Discussion

Credibility is often very important in negotiation, for example when you need to be seen to be expert about something you are selling or buying. Faking credentials or experience gives you that credibility.

Many of us would like to be famous and linking your name to someone famous gets you some of that fame and perhaps makes the other person a bit envious and wanting to be like you. Similarly, faking affluence or other desirable attribute can help.

When you are buying something, the reverse may be true and it might be more effective to plead poverty.

As ever with deception, if you get caught out, you can expect disproportionate punishment.