DISINFORMATION

DISINFORMATIONDISINFORMATION

Prepared By:Prepared By:

Ayça TurhanAyça TurhanCeren GürselCeren GürselMurat TercanMurat TercanOzan ÜzgünOzan ÜzgünUmut AyhanUmut Ayhan

BUT FIRST...BUT FIRST...

INFORMATIONINFORMATIONININ

NEGOTIATIONNEGOTIATION

INFORMATIONINFORMATION

Information has two specific components:Information has two specific components:

1.1. Information about the variety of Information about the variety of negotiating options or potential negotiating options or potential alternatives to meet your needs andalternatives to meet your needs and

2.2. Information about the specific negotiation Information about the specific negotiation in which you are involved. in which you are involved.

Information about the range of potential Information about the range of potential negotiating solutions is critical to enable negotiating solutions is critical to enable you to avoid getting locked into a situation you to avoid getting locked into a situation that you cannot walk away from.that you cannot walk away from.

Outside of and inside the deal...Outside of and inside the deal...

One way of looking at information, is too see the One way of looking at information, is too see the necessity for gaining as much information as necessity for gaining as much information as possible about options possible about options outside outside of the deal being of the deal being concidered.concidered.Ask: “If not this, then what?” and always have an Ask: “If not this, then what?” and always have an answer before you sit down to negoiate.answer before you sit down to negoiate.

The second major impact occurs inside the deal. The second major impact occurs inside the deal. The more information we have about the The more information we have about the individual(s) we are negotiating with the better individual(s) we are negotiating with the better we will be able to react to and anticipate their we will be able to react to and anticipate their negotiating requests.negotiating requests.

During negotiation...During negotiation...

Gaining information during the negotiation is Gaining information during the negotiation is even more critical.even more critical.

Effective negotiators are masters of the art of Effective negotiators are masters of the art of asking fact-finding questions. The information asking fact-finding questions. The information being sought concerns data about what the being sought concerns data about what the other side really wants.other side really wants.

Understanding all of the Understanding all of the who, what, why,where, who, what, why,where, when, how, when, how, andand to what extent to what extent issues will help to issues will help to identify hidden agendas and real needs.identify hidden agendas and real needs.

Feelings...Feelings...

In addition to asking factual questions, it is In addition to asking factual questions, it is critical to get at the emotional issues or critical to get at the emotional issues or feelings that surround the negotiation.feelings that surround the negotiation.

How does the outcome of the negotiation How does the outcome of the negotiation affect the other negotiator personally?affect the other negotiator personally?

How does it affect others?How does it affect others?

How do these emotional issues affect the How do these emotional issues affect the way components of the deal are valued?way components of the deal are valued?

An important key to An important key to negotiation success is negotiation success is the discovery of the the discovery of the relative value the relative value the other side places on other side places on the various issues the various issues and the components and the components of the deal.of the deal.

Where is all that information?Where is all that information?

When concidering When concidering your need for your need for information about a information about a negotiation, think negotiation, think about all the possible about all the possible sources of sources of information.information.

Information can come Information can come fromfrom

competitors, competitors,

People who do business People who do business with the other side, with the other side,

Trade reports,Trade reports,

Recent articles featuring Recent articles featuring the other side, orthe other side, or

From standard From standard references. references.

Information can help or hinder your Information can help or hinder your negotiation.negotiation.

Imperfect information is the norm not the Imperfect information is the norm not the exception.exception.

It can be valuable, as when you discover It can be valuable, as when you discover how badly they need your consent or how badly they need your consent or cooperation. cooperation.

Disclosing your needs can damage your Disclosing your needs can damage your stance.stance.

Misinformation vs. DisinformationMisinformation vs. Disinformation

MisinformationMisinformation is information that is is information that is incorrect, but not because of a deliberate incorrect, but not because of a deliberate attempt to mislead. Believers in attempt to mislead. Believers in misinformation are said to be misinformed misinformation are said to be misinformed but not lying.but not lying. Often, misinformation comes Often, misinformation comes from sources that may not be very careful from sources that may not be very careful with their research. Overall, this leads to with their research. Overall, this leads to people confusing fact with fiction and can people confusing fact with fiction and can be fairly troublesome at some times. be fairly troublesome at some times.

Misinformation vs. DisinformationMisinformation vs. Disinformation

DisinformationDisinformation is the spreading of is the spreading of deliberately false information to mislead deliberately false information to mislead the other partythe other party as to one's position or as to one's position or course of action. It also includes the course of action. It also includes the distortion of true information in such a way distortion of true information in such a way as to render it useless. as to render it useless.

DisinformationDisinformation

Disinformation is a concept which we can easily Disinformation is a concept which we can easily encounter in our daily lives. It is really hard to count how encounter in our daily lives. It is really hard to count how many times we are being mislead because of many times we are being mislead because of disinformation and misleading other people with disinformation and misleading other people with disinformation through out an ordinary day.disinformation through out an ordinary day.

A good negotiator should be able to use this weapon A good negotiator should be able to use this weapon effectively and always concider that the other party may effectively and always concider that the other party may also be using it any time.also be using it any time.

Tactics Which Involve Tactics Which Involve DisinformationDisinformation

FakingFaking Divide and ConquerDivide and Conquer LeakingLeaking False deadlineFalse deadline OverwhelmOverwhelm BluffBluff Empty pocketsEmpty pockets PaddingPadding Empty promisesEmpty promises Good guy/ Bad guyGood guy/ Bad guy Russian FrontRussian Front Red HerringRed Herring

FAKINGFAKING

Faking is:Faking is:

Pretending to be someone you are not.Pretending to be someone you are not.

FAKINGFAKING

Dress well,pretend to be rich.Dress well,pretend to be rich. Dress down,pretend to be poor.Dress down,pretend to be poor. Talk about people that you have not met.Talk about people that you have not met. Talk about things you have never Talk about things you have never

experienced.experienced. Talk about qualifications you do not have.Talk about qualifications you do not have.

FAKINGFAKING

““Yeah, a few days ago I was talking to Yeah, a few days ago I was talking to Johnny Depp and he said…”Johnny Depp and he said…”

““When I was is London, it was so rainy When I was is London, it was so rainy that you could never go out without an that you could never go out without an umbrella.”umbrella.”

““I’ve been in this business for 30 years,this I’ve been in this business for 30 years,this is the best product I’ve ever seen.”is the best product I’ve ever seen.”

FAKING & DISINFORMATIONFAKING & DISINFORMATION

Faking is a great example of disinformation:Faking is a great example of disinformation:

You INTENTIONALLY give some You INTENTIONALLY give some informationinformation (ex:(ex: pretending to be someone pretending to be someone

else) that which is NOT TRUE.else) that which is NOT TRUE.

FAKINGFAKING

Most of the people envy those who know Most of the people envy those who know famous people,who’s expert in something.famous people,who’s expert in something.

Faking may be useful in negotiationFaking may be useful in negotiation

BUTBUT If you get caught, punishment is inevitable.If you get caught, punishment is inevitable.

LEAKINGLEAKING

Leaking is:Leaking is:

The “leak” of MISLEADING information..The “leak” of MISLEADING information..

LEAKINGLEAKING

Let something “slip out” during Let something “slip out” during conversation.conversation.

Let your opponent overhear you talking Let your opponent overhear you talking about things.about things.

Have someone on your side tell them Have someone on your side tell them something.something.

Leave documents in places that your Leave documents in places that your opponent can easily find them.opponent can easily find them.

LEAKINGLEAKING

““We decided to downsize.”We decided to downsize.” ““Our manager thinks that there’s no future Our manager thinks that there’s no future

in automobile industry.”in automobile industry.”

LEAKING & DISINFORMATIONLEAKING & DISINFORMATION

When a party “leaks” information,they When a party “leaks” information,they INTENTIONALLY leak some misleading INTENTIONALLY leak some misleading

information to trick the other party.information to trick the other party.

LEAKINGLEAKING

When one side “leaks” some information, When one side “leaks” some information, the other party will think that they have an the other party will think that they have an advantage.advantage.

They will probably focus on that (leaked) They will probably focus on that (leaked) information.information.

Good part is: They don’t have the right to Good part is: They don’t have the right to complain.complain.

EMPTY POCKETSEMPTY POCKETS

Empty Pockets is:Empty Pockets is:

Saying that you’re unable to meet some Saying that you’re unable to meet some demands even though you wanted to.demands even though you wanted to.


Say you can not afford the demand.Say you can not afford the demand. Say you don’t have it.Say you don’t have it. Say you can not do it even if you wanted Say you can not do it even if you wanted

to do so.to do so. Show it’s lack of ability,not lack of desire.Show it’s lack of ability,not lack of desire.


““Well,I’d like to come to your birthday but Well,I’d like to come to your birthday but my mom doesn’t allow me to go out at my mom doesn’t allow me to go out at night.”night.”

““I’m a student, I want a good discount.”I’m a student, I want a good discount.” ““I don’t have the lecture notes,if i had them I don’t have the lecture notes,if i had them

I would give them to you.”I would give them to you.”

EMPTY POCKETS & EMPTY POCKETS & DISINFORMATIONDISINFORMATION

Just like pretending to be poor,in empty Just like pretending to be poor,in empty pockets you show that you’re needy even pockets you show that you’re needy even if you are not. (ex. to get a lower price)if you are not. (ex. to get a lower price)


It may cause the other party to ask less of It may cause the other party to ask less of you.you.

GOOD PART IS:GOOD PART IS:

It’s a good way of refusing because of theIt’s a good way of refusing because of the

““I’d love to but…..”I’d love to but…..”

partpart

Good guy/bad guyGood guy/bad guy

Good guy/bad guy isGood guy/bad guy is

One person acts in an aggressive and One person acts in an aggressive and pushy waypushy way

The other person acts in a kind and The other person acts in a kind and friendly wayfriendly way


Bad guy makes unreasonable demands Bad guy makes unreasonable demands and require complianceand require compliance

Good guy asks nicely and getting Good guy asks nicely and getting compliancecompliance


SOMETIMESSOMETIMES

The good guy may apologize for the bad The good guy may apologize for the bad guy,guy,

OROR

Plead for compliance.Plead for compliance.

Good and Bad guy in Good and Bad guy in one Personone Person

Be unpleasantBe unpleasant Then apologizeThen apologize Ask nicely for what you wantAsk nicely for what you want


-Husband: It is too expensive and sales man -Husband: It is too expensive and sales man is in a condescending manneris in a condescending manner

-Wife: (whispering to sales person) I am -Wife: (whispering to sales person) I am sorry for my husband but i think he will buy sorry for my husband but i think he will buy it if you discount 10% in price.it if you discount 10% in price.


-cop1: He won’t confess, kill him!!-cop1: He won’t confess, kill him!!

-cop2: I can’t kill, it is not ethic.-cop2: I can’t kill, it is not ethic.

-cop1: Forget the ethic, kill him-cop1: Forget the ethic, kill him

-cop2: Err..ok if you..-cop2: Err..ok if you..

-man: Okay okay..please stop..murderer is -man: Okay okay..please stop..murderer is Umut.Umut.


It can also be subconscious pattern for It can also be subconscious pattern for parents parents

WHEREWHERE One parent tries to impose discipline by One parent tries to impose discipline by

demanding compliancedemanding compliance The other parent seems to get easily by The other parent seems to get easily by

gentle requestgentle request

BluffBluff

Bluff isBluff is

is a form of deception that involves a false is a form of deception that involves a false show of confidence. show of confidence.

BluffBluff

Tell the other person something that will Tell the other person something that will impress themimpress them

Act confidently. Do not hesitateAct confidently. Do not hesitate When buying, say that you know you can When buying, say that you know you can

get the item much cheaper elsewhereget the item much cheaper elsewhere When selling, say that you have already When selling, say that you have already

had a good offerhad a good offer

BluffBluff

Well, I like this place but I’ve just had an Well, I like this place but I’ve just had an offer of a smilar house at a much lower offer of a smilar house at a much lower priceprice

Yes, dad, I’ve done my school work. Can I Yes, dad, I’ve done my school work. Can I go out now?go out now?

Don’t worry. Adjudication is yours because Don’t worry. Adjudication is yours because I offer the maximum price.I offer the maximum price.

BluffBluff

a player makes a bold bet on a weak a player makes a bold bet on a weak hand, hoping to frighten the other players. hand, hoping to frighten the other players.

BluffBluff

Bluffing is of course aBluffing is of course a

DANGEROUS GAME DANGEROUS GAME

As the other person may call your bluffAs the other person may call your bluff

BluffBluff

If you are found out, then you will be If you are found out, then you will be suspected for a long time into the futuresuspected for a long time into the future

OverwhelmOverwhelm

Overwhelm is Overwhelm is

giving the other side so much informationgiving the other side so much information

OverwhelmOverwhelm

When the other party ask for details about When the other party ask for details about your company, give them financial your company, give them financial analyses,market information.analyses,market information.

Snow the other party under with blizzard of Snow the other party under with blizzard of information. Hide the needle that they are information. Hide the needle that they are seeking in a haystack of irrelevant data.seeking in a haystack of irrelevant data.

You can also overwhelm the other party You can also overwhelm the other party with keep asking for more and more with keep asking for more and more information.information.

OverwhelmOverwhelm

You wanted to see our customer results You wanted to see our customer results for the SB04 product line. I’ve had my for the SB04 product line. I’ve had my secretary send you all the customer secretary send you all the customer results we have. I’m sure it’s in there results we have. I’m sure it’s in there somewhere.somewhere.

How many are you looking? What type? How many are you looking? What type? What variant? Which year?What variant? Which year?

OverwhelmOverwhelm

When you snow another person you When you snow another person you cannot be accused of being unhelpful or cannot be accused of being unhelpful or failing to comply with their requests.failing to comply with their requests.

This is also an opportunity to show them This is also an opportunity to show them how busy you are, how much work you do how busy you are, how much work you do and how really complex and difficult it and how really complex and difficult it really is.really is.

PADDINGPADDING

Padding is:Padding is:

Add in requirements to your initial position Add in requirements to your initial position that you do not really need. that you do not really need.

PADDINGPADDING

Add in requirements Add in requirements Do not do this lightly. Do not do this lightly. Act in the same way as if you were Act in the same way as if you were

conceding something you really want. conceding something you really want. Be ready to justify why you want these Be ready to justify why you want these

things. things. Beware of including what you cannot Beware of including what you cannot

reasonably justify. reasonably justify.

PADDINGPADDING

I need a meeting room for twenty people...Well, I I need a meeting room for twenty people...Well, I guess I'll have to stop Murat and Ozan from guess I'll have to stop Murat and Ozan from coming. Coffee is included in that price, isn't it?coming. Coffee is included in that price, isn't it?

My darling said it must be red...Well, I'll take the My darling said it must be red...Well, I'll take the green one, but only if you include the full green one, but only if you include the full insurance package. I guess I'll have to think insurance package. I guess I'll have to think about what to say...about what to say...

I must have this project done by the end of the I must have this project done by the end of the week... I'll accept it next Tuesday if you include a week... I'll accept it next Tuesday if you include a full specification.full specification.

PADDING & DISINFORMATIONPADDING & DISINFORMATION

It can be used when giving disinformation It can be used when giving disinformation but in order to work, padding has to be but in order to work, padding has to be credible. If it is suspected that you are credible. If it is suspected that you are deliberately padding then all of your deliberately padding then all of your requirements will be suspect and open to requirements will be suspect and open to challenge. challenge.

FALSE DEADLINEFALSE DEADLINE

False Deadline is:False Deadline is:

Saying that something must be done by a Saying that something must be done by a certain deadline or else the deal is off. certain deadline or else the deal is off.


Make in the near future Make in the near future Fall other person in panicFall other person in panic Explain circumstances beyond your Explain circumstances beyond your

controlcontrol If not in short time ,unable to find a If not in short time ,unable to find a

satisfactory conclusion. satisfactory conclusion. Show them what will happen if the Show them what will happen if the

deadline is not met. deadline is not met.


The negotiation project is next week. If this The negotiation project is next week. If this report is not ready by then, it will be low report is not ready by then, it will be low grades and it will be my responsibility.grades and it will be my responsibility.

Prices go up at the end of the week, sir. Prices go up at the end of the week, sir. You haven't got long.You haven't got long.

My mom tells me “My mom tells me “If you're not in bed by If you're not in bed by ten, you will not wake up in time ten, you will not wake up in time tomorrow”.tomorrow”.

FALSE DEADLINE & FALSE DEADLINE & DISINFORMATIONDISINFORMATION

Hurrying people, especially if it panics Hurrying people, especially if it panics them, has the effect of reducing the them, has the effect of reducing the rational and reflective thought that they put rational and reflective thought that they put into the process and thus makes them into the process and thus makes them more likely to agree with you. So if a more likely to agree with you. So if a negotiator wants to change the challenge negotiator wants to change the challenge towards himself he can use disinformation. towards himself he can use disinformation. He may tell wrong dates intentionally and He may tell wrong dates intentionally and gains an advantage .gains an advantage .

Russian frontRussian front

Russian front isRussian front is

Offering the other party something that Offering the other party something that they will never choose they will never choose


Dress it up so that it seems more Dress it up so that it seems more reasonable reasonable

Make it seem inevitable Make it seem inevitable Show how it is going to happen Show how it is going to happen Paint the picture of pain Paint the picture of pain Offer them the alternative that you really Offer them the alternative that you really

want them to choose want them to choose


You can go to bed now ... or you can clean You can go to bed now ... or you can clean up this messup this mess

You've done it now. Murat will not like that. You've done it now. Murat will not like that. And he's coming down in ten minutes. Tell And he's coming down in ten minutes. Tell you what: there is something I can do...you what: there is something I can do...


Offering something that is clearly Offering something that is clearly undesirable creates panic and discomfort undesirable creates panic and discomfort

This causes people anxious to get away This causes people anxious to get away from thisfrom this

to the point where they are looking more at to the point where they are looking more at what they are avoiding than what they are what they are avoiding than what they are getting instead getting instead

Red HerringRed Herring

A Red Herring is a fallacy in A Red Herring is a fallacy in which an irrelevant topic is which an irrelevant topic is

presented in order to presented in order to divert attention from the divert attention from the original issue. The basic original issue. The basic

idea is to "win" an idea is to "win" an argument by leading argument by leading

attention away from the attention away from the argument and to another argument and to another

topic. topic.

This sort of "reasoning" has the This sort of "reasoning" has the following form: following form:

1.1.Topic A is under discussion. Topic A is under discussion.

2.2.Topic B is introduced under the Topic B is introduced under the guise of being relevant to topic A guise of being relevant to topic A (when topic B is actually not (when topic B is actually not relevant to topic A). relevant to topic A).

3.3.Topic A is abandoned. Topic A is abandoned.

Red Herring

If you want them to waste time, make the If you want them to waste time, make the trail long.trail long.

If you want them to expend effort, make the If you want them to expend effort, make the trail difficult to follow (but with enough trail difficult to follow (but with enough interesting clues to keep them sniffing.interesting clues to keep them sniffing.

You can highlight 'problems' which turn out You can highlight 'problems' which turn out not to be problems (after a degree of not to be problems (after a degree of examination).examination).

Be careful to retain credibility, for example Be careful to retain credibility, for example by referencing the trail through other by referencing the trail through other people.people.

Red Herring

Red HerringRed Herring

A company shows some A company shows some interesting, but minor problems to interesting, but minor problems to an auditor, distracting them from an auditor, distracting them from the really serious issues that may the really serious issues that may be found elsewhere.be found elsewhere.

There might be a problem with the There might be a problem with the paintwork, let's look...No! The paintwork, let's look...No! The paintwork is, in fact, perfect.paintwork is, in fact, perfect.

Laying a false trail leads Laying a false trail leads people away from areas that people away from areas that you do not want them to see. you do not want them to see. To do this, the trail must be of To do this, the trail must be of

sufficient interest that the sufficient interest that the other person misses any clues other person misses any clues

to other areas. to other areas.

Red Herring

Talking about problems that Talking about problems that are not really problems has are not really problems has

effects beyond distraction. For effects beyond distraction. For example, it may show you in example, it may show you in a positive light as willing to a positive light as willing to highlight issues that may highlight issues that may

count against you.. count against you..

If the other person realizes If the other person realizes that it is a deliberate red that it is a deliberate red herring, they may be very herring, they may be very unhappy about this, so it unhappy about this, so it should either be cloaked should either be cloaked carefully or you must be carefully or you must be

protected from any anger.protected from any anger.

Red Herring

Divide and ConquerDivide and Conquer

Cause confusion in the enemy Cause confusion in the enemy camp. Get them at each camp. Get them at each

other's throats so they pay other's throats so they pay less attention to fighting you, less attention to fighting you, for example by paying more for example by paying more attention to one person or attention to one person or one group than another or one group than another or sowing false information.sowing false information.

When they are arguing When they are arguing amongst themselves, propose amongst themselves, propose solutions that the key people solutions that the key people

will accept and which will will accept and which will support their internal support their internal

negotiations.negotiations.

Divide and Conquer

Divide and ConquerDivide and Conquer A side member of a negotiating team spends A side member of a negotiating team spends

time with some of the younger members of time with some of the younger members of the other side whilst the main negotiations the other side whilst the main negotiations are going on elsewhere. In their discussions, are going on elsewhere. In their discussions, they touch on how the ideas from these they touch on how the ideas from these bright young people are being ignored by bright young people are being ignored by their superiors.their superiors.

A negotiator and a colleague talk about how A negotiator and a colleague talk about how one person on the other side is more one person on the other side is more successful than another. They know that they successful than another. They know that they are being overheard and their talk is are being overheard and their talk is designed for the listener.designed for the listener.

If you can get the other side If you can get the other side to take their eye off the ball to take their eye off the ball then you can consequently then you can consequently

gain control of the gain control of the proceedings.proceedings.

When others disagree with When others disagree with one another, then one may one another, then one may

well take your side in order to well take your side in order to win points against their win points against their

internal opponents.internal opponents.

Divide and Conquer


When others disagree with When others disagree with one another, then one may one another, then one may

well take your side in order to well take your side in order to win points against their win points against their

internal opponents.internal opponents.


This, of course, is a hazardous This, of course, is a hazardous strategy which can backfire if strategy which can backfire if they discover what you are they discover what you are

doing. To succeed, it must be doing. To succeed, it must be executed with great care and executed with great care and

finesse.finesse.

Empty PromisesEmpty Promises

Make promises that you know Make promises that you know that you will not have to keep. that you will not have to keep.


Use this to get things moving Use this to get things moving when the negotiation is stuck when the negotiation is stuck and the item being requested and the item being requested

seems relatively minor.seems relatively minor.

Empty PromisesEmpty Promises““I don't see why I can't come I don't see why I can't come

back some time.back some time.

I guess I could spend extra I guess I could spend extra time with you.time with you.

Why not? I'm sure I can find Why not? I'm sure I can find the time.the time.””

Empty PromisesEmpty PromisesWhen the other person is When the other person is

fixated on getting something, fixated on getting something, particularly if it is minor, then particularly if it is minor, then

they may well be more they may well be more trapped by the wanting rather trapped by the wanting rather

than really want it. than really want it. Suggesting that you will give Suggesting that you will give it to them gives them closure it to them gives them closure for now and lets you move on for now and lets you move on

with the rest of the with the rest of the negotiation.negotiation.


This works better for things This works better for things that will be delivered at an that will be delivered at an

uncertain time in the future. uncertain time in the future. When asked, you can then When asked, you can then

delay delivery. If pressed, you delay delivery. If pressed, you may actually have to deliver.may actually have to deliver.


As any deceptive method, this As any deceptive method, this holds the danger that it will holds the danger that it will cause cause betrayal betrayal response.response.

THANKS FOR YOUR THANKS FOR YOUR ATTENTION!ATTENTION!

DISINFORMATION

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