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

Research output: Contribution to journalArticleResearchpeer-review

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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Economics
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title = "The negotiator's ethical and economic dilemma: To lie, or not to lie",
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.",
author = "Michelle Wills",
year = "2001",
language = "English",
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The negotiator's ethical and economic dilemma : To lie, or not to lie. / Wills, Michelle.

In: Australasian Dispute Resolution Journal, Vol. 12, No. 1, 2001, p. 48-57.

Research output: Contribution to journalArticleResearchpeer-review

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