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.
|Number of pages||10|
|Journal||Australasian Dispute Resolution Journal|
|Publication status||Published - 2001|