out of a negotiator’s mouth, the more important they are.
Just like in the Malhotra study where the liar is distancing
himself from the lie, in a negotiation, smart decision makers
don’t want to be cornered at the table into making a
decision. They will defer to the people away from the table
to keep from getting pinned down.
Our cabdriver kidnapper in the Philippines of Alastair
Onglingswan used “we,” “they,” and “them” so rigorously
early on in the kidnapping I was convinced we were
engaged with their leader. I just never knew how literally
true it was until the rescue. In the Chase Manhattan Bank
robbery from Chapter 2, the bank robber Chris Watts
consistently talked out how dangerous the “others” were
and how little influence he had on them, all a lie.
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