The negotiation expert Dr. Chester Karrass recently sent out a powerful reminder: it pays to be sceptical in negotiation—and in life. His point is simple, but profound: if you’re too trusting, you open yourself up to error, manipulation, and regret. But if you adopt a questioning, thoughtful mindset, you’ll make better decisions, spot gaps in information, and protect yourself from being taken for a ride.
And it’s not just about negotiation. Scepticism—healthy scepticism—is a life skill. A survival trait. A filter through which to view the world, especially in an age of misinformation, hollow marketing promises, and performative kindness.
Let me go one step further: be sceptical of everything. Everything. Including what I say here. I’m human. I have biases. I don’t always have the latest information, and sometimes what I believe is superseded by new evidence. That’s precisely why scepticism is so valuable—because truth evolves, people lie (sometimes unintentionally), and mistakes are made.
What Is Scepticism, Anyway?
Scepticism (or skepticism, if you’re using American spelling) is not about negativity or cynicism. It’s a questioning attitude—a refusal to accept claims at face value without sufficient evidence. It’s the discipline of suspending judgment until the facts are clear.
In Western philosophy, scepticism is defined as the attitude of doubting knowledge claims by asking: “What are these claims based on?” and “Do they actually prove what they say they do?” It’s a call for better reasoning, not just disbelief for disbelief’s sake.
A Word Worth Knowing: Agnoiology
While researching this topic, I stumbled on a wonderful term: agnoiology. It’s the study of ignorance—particularly the kind that’s willfully chosen or propagated. And let’s face it, there are plenty of people who spread misinformation with an alarming level of confidence.
Take the common myth that vegetables like gem squash and lettuce have “no nutritional value.” Nonsense. A quick Google search reveals that these are loaded with minerals, fibre, and vitamins. Just because something has low calories doesn’t mean it’s nutritionally worthless. Yet people repeat this nonsense with full conviction.
That’s why you need to be sceptical. Not hostile. Just awake.
Where Scepticism Matters Most
Government: Let’s be blunt—there is almost nothing you can take at face value from government communication. Whether it’s about taxes, procurement, service delivery, or election promises, scepticism is your best friend.
Big Business: Corporations have spent decades refining the art of spin. Armies of PR professionals help mask half-truths and conceal uncomfortable realities. They frame poor decisions as “strategic pivots.” They frame downsizing as “right-sizing.” You get the idea.
People: This one’s tricky. Most people you’ll meet are kind, honest, and well-meaning. But there are also liars, charlatans, and manipulators out there. Some are just good at schmoozing. Others hide malicious intentions behind smiles. A certain breed even weaponises kindness, using it as bait for something sinister later.
Scepticism helps you parse the difference. Sometimes people are kind simply because it makes them feel better—and that’s fine. But if someone’s behaviour seems just a bit too good to be true… you know what they say: it probably is.
The Negotiator’s Guide to Scepticism
Dr. Karrass offers a useful framework for applying scepticism, especially in negotiation—but it’s just as useful for life in general. His four principles are worth memorising:
1. Never take anything for granted.
2. Check everything—and validate your assumptions.
3. Put everything in its proper context. (Think: size, time, importance, past, present, future.)
4. Draw a sharp line between fact and interpretation of fact. Always ask: “Is this what happened—or just someone’s spin on it?”
These principles aren’t paranoid. They’re empowering. They give you the edge in conversations, contracts, partnerships, and life decisions.
Why It Pays to Be Sceptical
Here’s what adopting a sceptical mindset can do for you:
Benefit Description
– Critical Thinking Encourages analysis and evidence-based reasoning.
– Protection from Scams Reduces the risk of being manipulated or deceived.
– Intellectual Independence Helps you think for yourself and resist blind conformity.
– Better Health Decisions Helps you make informed choices, especially around wellness and medical info.
– Societal Progress Challenges dogma and drives innovation and reform.
– Emotional Resilience Shields you from false hope and disappointment.
A Word of Caution
While scepticism is a powerful tool, it must be tempered with curiosity and open-mindedness. Doubt everything—but also be willing to learn. Question—but don’t close yourself off to new ideas. The goal isn’t to be grumpy or contrarian. The goal is to think clearly and act wisely.
And remember: if something feels too good to be true, don’t rush. Step back. Think. Ask questions. You might find that it is, in fact, exactly what it looks like—a mirage.
Final Thoughts
In an age where marketing, politics, and even casual conversation can be riddled with spin and deception, scepticism isn’t just a skill—it’s a shield. It protects you from being duped, from wasting time, and from falling into traps.
Be sceptical. Be curious. Be awake.
And whatever you do, don’t be a puppy licking up milk from the floor when the corporate wolves offer you something “irresistible.”
Sources and references available upon request.
