This is a terrific post from the Harvard Business School Leadership Blog – Working Knowledge

Presidential candidates do it. Business leaders do it. You probably do it, too. Paltering is a gentle form of lying, but is reviled by negotiators on the receiving end. Research by Francesca Gino, Michael Norton, and colleagues.

The negative consequences of a detected palter while negotiating  can be significant. Source: JohnnyGreig

The negative consequences of a detected palter while negotiating can be significant. Source: JohnnyGreig

Business executives regularly use sly tactics to get a better deal during negotiations—often making statements that are technically true, but are purposely skewed to mislead the other side.

It’s a distinct form of deception called paltering: the active use of truthful statements to influence a target’s beliefs by giving a false or distorted impression. But it’s not just businesspeople who palter. Donald Trump has done it. Hillary (and Bill) Clinton, too. Chances are you have paltered.

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