The use of deception in negotiations: Is it strategic misrepresentation or is it a lie?

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Abstract

This article examines the practice of lying or utilising deception in negotiations within a business context. Various definitions of lying are examined, including "strategic misrepresentation" and "holding prime values hostage". Some of the possible motivations for not adhering to the truth are then investigated, from both an ethical and an economic point of view.
Original languageEnglish
Pages (from-to)220-227
Number of pages8
JournalAustralasian Dispute Resolution Journal
Volume11
Issue number4
Publication statusPublished - 2000

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