The Thin Line—When Negotiation Turns into Deception

Executive woman weighing options for negotiation and deception and the thin line — Negotiation is part strategy, part psychology.

You’re close to landing the job. You’ve had three interviews, everything feels good.

The recruiter calls and says, “We want to move forward.”

So you ask the natural next question:

“What’s the offer?"

She replies, “We’re looking for someone who’s excited about the role—not just the pay.” they’re likely lowballing or avoiding anchoring. “We’re offering a strong package in line with market standards.” Buzzword salad without specifics.

Those are not answers. But are they lies?

This is where things get murky.

In negotiation, people don’t always say what they mean. And they rarely say everything they know.

Everyone plays the game. Some just play dirtier.

Negotiation is about getting what you want, while managing risk and protecting your leverage. And if you are playing the long game, ensuring the other side also gets what they want. Negotiation is about being strategic and not about deception.

And there’s a difference between playing smart and playing dirty.

Let’s break it down.

The Spectrum of Deception

There’s a spectrum that shows up in almost every negotiation:

Silence — choosing not to share something (like your bottom line or other offers)
Bluffing — hinting at leverage you may or may not have (“I have other interviews moving fast…”)
Lying — stating something that isn’t true (“I have a competing $350K offer” when you don’t)

They all give you some edge. But the cost isn’t the same.

Silence buys time. Bluffing raises the stakes. Lying lights a fire you might not be able to put out later.

The damage shows up after the handshake

The most dangerous part about deception is that it doesn’t always bite you right away. Sometimes the deal closes. You get the job. You land the contract. Everything looks fine.

Then three things happen:

Trust erodes. If they find out you misrepresented something, even once, you lose credibility.
Future leverage disappears. Good faith is currency. Blow it once, and you start every future deal in a deficit.
People talk. Especially in tight industries. Word gets around.

You might win the deal. But if you’re seen as someone who bends the truth to get there, people start protecting themselves when they work with you. That slows down everything.

What counts as deception?

Here’s where it gets trickier. Not all deception is lying.

Hiring managers don’t usually offer the full pay range unless you push. Companies don’t open with their best offer. And yes—candidates hint at competing offers that don’t quite exist yet.

So how do you know when something crosses the line?

Simple rule of thumb: If it wouldn’t hold up in a written agreement or recorded conversation, think twice.

Not because it’s “wrong.” But because it might cost you later.

Red flags to look for

Whether you’re on the candidate side or the company side, watch for these:

Vague answers that sound polished but mean nothing.(“We’re very competitive with total rewards.” Okay… but what is the total?)
Sudden reversals. When someone says yes to something, then walks it back after you’ve committed.
Dodging direct questions. Especially when it happens more than once. That’s usually intentional.

Self-check - Where are you on the spectrum?

Be honest with yourself:

Are you bluffing? Or straight-up fabricating?
Are you avoiding the truth? Or holding back because you’re not ready to share?
Are you okay with how this deal would look if every word were on record?

This is about staying in control of your strategy and knowing the long game you’re playing.

Final Thoughts

Most people don’t go into a negotiation planning to deceive. But pressure makes people slippery. When things are vague, ask again. When something feels off, trust your gut. You don’t need to play dirty to win—but you do need to know when someone else might be.

Bluff, Lie, or Play It Straight?

In the next part of this series, we’ll dig deeper into bluffing—where it works, when it backfires, and how to use it without crossing the line into deception that costs you the deal and your reputation.

Stay sharp.

In the job market and feeling stuck? Join me for the FREE workshop on April 22nd at Lunch Hour! We will be covering improving your positioning so that your career story resonates better with hiring teams! Register now. Replays will be sent to all those who register.

The Thin Line—When Negotiation Turns into Deception