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 language | English |
|---|---|
| Pages (from-to) | 48-57 |
| Number of pages | 10 |
| Journal | Australasian Dispute Resolution Journal |
| Volume | 12 |
| Issue number | 1 |
| Publication status | Published - 2001 |