How to Better Combat Misinformation/Disinformation in Negotiations – Negotiation Tip of the Week

Someone once said: “All is fair in love, war and negotiations.” If that’s true, #disinformation and #misinformation are weapons that some negotiators use as weapons of mass destruction.

To better combat misinformation and misinformation in negotiations, you need to know the difference between the two before you can address either. The question is, how prepared are you to deal with these types of maneuvers?

Misinformation can be daunting in deciphering the truth. Along with misinformation, the truth can become almost undetectable. Note the following to make the distinction less elusive.

1. Disinformation vs. disinformation

Understand that there is a difference between misinformation and disinformation. While the distinction between the two may have similar appearances, it is their usage that really sets them apart.

Misinformation is misinformation delivered to intentionally or unintentionally alter your thought process. It can also be used as a way to isolate yourself (for example, I didn’t mean to misquote that information). Later in the negotiation, that tactic can become a trap that detracts from user credibility, if used too often.

Disinformation is the intentional attempt to spread false information for the purpose of misleading you. That makes its use more dangerous in a negotiation. It also speaks to the character of its user. If you know the user’s intent to persuade you, you’ll have an idea of ​​which of these modalities you can use to achieve your goals.

2. Know the character of the negotiator

When you know someone’s character, you can more accurately assess and determine their intent. Therefore, knowing that a negotiator would not venture into misinformation territory could lead him to be more understanding if he misquotes information. On the other hand, if you know that he is dealing with a devious individual, one who has no bearing on the truth, you would be wise not to forgive him when he misquotes information. In such a case, you may have caught him in a lie that he is aware of. Let him cook in this dilemma and evaluate what he does. If he does, he will also give you a great idea of ​​the possibility that the information is disinformation or misinformation. He can further address the type of information being passed to him by referring to a higher authority that refutes what has been delivered to him. He can do this even if the authority and/or information he cites is not real. He is called bragging.

3. Identify time and intention

After addressing steps 1 and 2, assess the intent of the information provided to you. Do this by thinking about the impact it is intended to have on you, what actions you will take as a result of the information. Also, consider the timing of your delivery. If you assess that you intend to evoke a particular action or thought, assess what the overall intent might be and where such actions might lead. If you feel that something is not right, do not continue. Instead, ask yourself what you should pay more attention to.

While misinformation and misinformation can offer challenges during a negotiation, being aware of how to combat them can lessen their potency. Once you adopt an elevated mindset when dealing with them, your negotiating efforts won’t be fraught with the degree of consternation that might otherwise be there. Therefore, by adopting these strategies when dealing with information, you will have a better perspective on the information you handle… and all will be well with the world.

Remember, you are always negotiating!

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