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Lying and DeceptionTheory and Practice$
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Thomas L. Carson

Print publication date: 2010

Print ISBN-13: 9780199577415

Published to Oxford Scholarship Online: September 2010

DOI: 10.1093/acprof:oso/9780199577415.001.0001

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Bluffing and Deception in Negotiations

Bluffing and Deception in Negotiations

(p.191) 10 Bluffing and Deception in Negotiations
Lying and Deception

Thomas L. Carson (Contributor Webpage)

Oxford University Press

This chapter discusses deception and bluffing in negotiations and focuses on the following kind of case: I am selling a house and tell a prospective buyer that $350 000 is absolutely the lowest price that I will accept, when I know that I would be willing to accept as little as $320 000 for the house. In this case, I make a deliberate false statement about my intentions and bargaining position. Despite the strong presumption against harmful lying and deception in commercial transactions, lying and deception in negotiations can sometimes be justified on the ground of “self‐defense” if others are engaging in lying/deception and thereby gaining an advantage over one.

Keywords:   bluffing in negotiations, bluffing and lying, bluffing and self‐defense, golden rule

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