The negotiator's ethical and economic dilemma: To lie, or not to lie

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Abstract

This article examines the effectiveness of lying versus telling the truth as a negotiation strategy in a business environment. Tactics used to deceive the other party are investigated and evaluated from an economic and ethical perspective. A previous article in (2000) 11 ADRJ 220 looked at the various definitions of lying in negotiations, as well as at a negotiator's possible motivations to lie.
Original languageEnglish
Pages (from-to)48-57
Number of pages10
JournalAustralasian Dispute Resolution Journal
Volume12
Issue number1
Publication statusPublished - 2001

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