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Web of Proceedings - Francis Academic Press
Web of Proceedings - Francis Academic Press

Pay the Price for Lies in Negotiations: How to Retain an Angry Supplier

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DOI: 10.25236/iceesr.2021.085


Jiarui Liu

Corresponding Author

Jiarui Liu


Perception pervades negotiations. This essay builds on the existing research on the solution to perceived lies in negotiations and the subsequent anger by introducing three essential stages of action, i.e., calming emotions, repairing trust and resuming negotiations. This essay argues that preliminary research on such relevant factors as culture and power is critical. By separating the trust restoration into short-term and long-term, this study suggests that reframing issues, effective apology, diagnostic questions and “structural solutions” are crucial in soothing anger and accelerating the negotiations in short-term trust rebuilding.


Lies, Emotion, Anger, Negotiation