changingminds.org

How we change what others think, feel, believe and do

| Menu | Quick | Books | Share | Search | Settings |

Faking

 

Disciplines > Negotiation > Negotiation tactics > Faking

Description | Example | Discussion | See also

 

Description

Dress well and pretend to be affluent. Or dress down and pretend to be poor.

Mention qualifications that you do not have. Talk about experiences that you have not had.

Name-drop about people you have not met. Mention your membership of exclusive clubs.

Or otherwise pretend to be someone you are not.

Example

When I was working on my doctorate, I proved that this is the hardest substance with the required flexibility coefficient.

I was talking with Brad at the Oscars ceremony and he said that celebrity interest in these is going up.

No, I've been doing this for ten years and I can tell you that would cost a mint and take at least a year to get going.

Discussion

Credibility is often very important in negotiation, for example when you need to be seen to be expert about something you are selling or buying. Faking credentials or experience gives you that credibility.

Many of us would like to be famous and linking your name to someone famous gets you some of that fame, perhaps making the other person a bit envious and wanting to be like you. Similarly, faking affluence or other desirable attribute can help.

When you are buying something, the reverse may be true and it might be more effective to plead poverty.

Be careful and subtle with name-dropping and other ostentation as it can easily seem like status-grabbing boasting. As ever with deception, if you get caught out, you can expect disproportionate punishment.

See also

Trust, Authority principle, Confidence principle, Deception principle

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

You can buy books here

More Kindle books:

And the big
paperback book


Look inside

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conditioning
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

* Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed