When an opponent is masking their true intentions, you cannot rely solely on verbal expressions. To assess their genuine concern for others, you must look for patterns of behavior that occur outside of direct statements. Focus on their actions during low-stakes interactions or when they believe no one is watching. Discrepancies between what they say and how they treat third parties or subordinates can reveal their true altruistic or selfish tendencies.
Another effective method is to observe their reaction to non-negotiable constraints. If they show flexibility or empathy when a deal hits an unexpected roadblock, it suggests a level of concern for the relationship. Pay close attention to their willingness to compromise on minor points that do not impact their primary goal. If they are strictly transactional even on trivial matters, they likely have low concern for others. Finally, use indirect questions to test their values. Ask about their past collaborations or how they resolve conflicts with partners to see if their stories align with their current behavior. Consistent patterns over time are more reliable than any single statement made at the table.
