Negotiation TacTricks

#23 False Witness

Create the record of what was actually agreed

A negotiator summarises the discussion and sends its minutes to the other party who finds that it is biased.

Many negotiators regard it as standard good-practice to write and circulate the notes from a meeting.  Even if bias is unintentional, it is certain to be there because the notes are only one side’s view.  They may not contain deliberate lies but that does not make them accurate and unbiased

Counters:

1. Always keep your own notes.  You may wish to review these together at the end of the meeting
2. Read any notes which are sent in order to spot any bias as this will indicate clearly what their negotiating intention is. 

Do not rely on the other party‘s minutes as a true record in any way.  Do not circulate them to colleagues.  If you respond to them, make it clear that these are their notes only, not an agreed version of the meeting.