Do concealing behaviours actually work in negotiations?

Posted on May 1st, 2013 by

Photograph of Mike Utting

How many of us have kept our cards so close to our chest that we have never truly established the interests of the other negotiating party?

We have felt victorious in standing firm, yet in the final analysis we have silently concluded that a more ‘open’ approach would have yielded a more beneficial outcome.

Some of you may have attended one of our Negotiation sessions, in which we deploy classical Game Theory through a role play called “Break the Bank”. Again and again, we reveal that positional or tactical negotiation fails to yield the optimum result. Concealing behaviours work against the objectives of the participants.

We’d love to know your thoughts: what do you think to concealing behaviours and how they are deployed in negotiation?