Sorry, but it’s true — you’ve been lied to and, apparently, you’re not alone. In our annual Buyer/Seller Survey we asked, “How often do you feel the other party lies to influence the perception of power?” 81% of respondents replied that the other side lies more often than not. Wow! That’s a lot of people who believe they’re being lied to. Here’s the kicker: We also asked, “How often do you lie to influence the perception of power?” 85% replied rarely or never! Who’s lying here? Apparently everyone is. Suffice it to say, ethics are frequently lacking at the negotiating table. The first step to dealing with such deception is to recognize it.