Often, people think that lying will persuade the other party to comply with our preferred outcome, but that doesn't always work. Lies bring more consequences than benefits. The problem with lies is that they are lies; they are fabrications of the mind and have no factual value, so people tend to forget them and put them at greater risk of getting caught. Lying in negotiations can take a variety of forms, but often comes in the form of fraudulent misrepresentations. A given statement can be defined as fraudulent when the speaker knowingly makes a false statement about a fact that the victim believes to be true and causes harm (Lim, 2011, pp. 171-178). If the liar is arrested, he or she may face possible criminal charges for forgery or making false statements. The liar's reputation would be significantly damaged and relationships would be distorted. Often, if one is caught lying, the liar's trustworthiness will be seriously diminished. The relationship between the liar and the other negotiating party would be damaged. In this case, lying would be considered a breakdown in the relationship between the negotiating parties, because it is the cause of the deterioration of the relationship. When a feeling of distrust develops, future negotiations would be very difficult, if not almost impossible. This is very true in some Asian countries like China. The Chinese place greater importance than Americans and Europeans on respect and friendship (Lim, 2011, pp. 240-245), aspects of relationships in negotiations. So, if there was a breakdown in the relationship caused by a lie, leaving an impression of disrespect and hostility, a favorable outcome of the negotiation would most likely be denied. Therefore, for any negotiation...... middle of paper ...... possible concessions. If the starting offer is too low, the opposing party may be quick to accept our offer, but the winning negotiator will feel uneasy, called the winner's curse, as they reflect on the fact that they would have can make a better negotiation (Lewicki, 2011, pp. 127). This is one of the things that no negotiator can avoid, because it sets the entire negotiation in motion. The opening offer is a risk that all negotiators face when negotiating. They must be able to perceive what to initially offer to the opposing party in order to be able to come to an agreement with them and ultimately achieve a desired win-win situation. Since no one can read the opposing party's mind, all negotiators can only anticipate what the opposing party wants, and this is a risk all negotiators must take when negotiating...