Interpersonal Deception Theory: Ten Lessons for Negotiators

Interpersonal Deception Theory (“IDT”) attempts to explain the manner in which individuals while engaged in face-to-face communication deal with, on the conscious and subconscious levels, actual or perceived deception. IDT proposes that the majority of individuals overestimate their ability to detect deception. This paper examines the theory and offers 10 suggestions for dealing with deception in negotiations.