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A Lie Is a Lie: The Ethics of Lying in Business Negotiations
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What this work says
Outgoing claims: the papers this work cites, builds on, or argues with.
inferredcites →https://doi.org/10.1002/hrm.3930320403openalex-snapshot
Bringing mutual gains bargaining to labor negotiations: The role of trust, understanding, and control
inferredcites →https://doi.org/10.1002/job.332openalex-snapshot
Lying in negotiations: how individual and situational factors influence the use of neutralization strategies
inferredcites →https://doi.org/10.1006/obhd.1994.1073openalex-snapshot
Threats, Bluffs, and Disclaimers in Negotiations
inferredcites →https://doi.org/10.1006/obhd.2000.2908openalex-snapshot
Deception and Retribution in Repeated Ultimatum Bargaining
inferredcites →https://doi.org/10.1007/bf00381770openalex-snapshot
Should collective bargaining and labor relations be less adversarial?
inferredcites →https://doi.org/10.1007/bf00382801openalex-snapshot
Bluffing in labor negotiations: Legal and ethical issues
inferredcites →https://doi.org/10.1007/bf00383182openalex-snapshot
Deception in commercial negotiation
inferredcites →https://doi.org/10.1007/bf00705618openalex-snapshot
Bluffing: Its demise as a subject unto itself
inferredcites →https://doi.org/10.1007/s10551-004-2007-6openalex-snapshot
The Morality of Bluffing: A Reply to Allhoff
inferredcites →https://doi.org/10.1007/s10551-008-9957-zopenalex-snapshot
Competitive Bluffing: An Examination of a Common Practice and its Relationship with Performance
inferredcites →https://doi.org/10.1007/s10551-010-0571-5openalex-snapshot
The SINS in Business Negotiations: Explore the Cross-Cultural Differences in Business Ethics Between Canada and China
inferredcites →https://doi.org/10.1007/s10551-011-1193-2openalex-snapshot
Business Ethics as Self-Regulation: Why Principles that Ground Regulations Should Be Used to Ground Beyond-Compliance Norms as Well
inferredcites →https://doi.org/10.1007/s10551-012-1372-9openalex-snapshot
East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators
inferredcites →https://doi.org/10.1007/s10551-012-1520-2openalex-snapshot
Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making
inferredcites →https://doi.org/10.1007/s10551-013-1645-yopenalex-snapshot
Sweet Little Lies: Social Context and the Use of Deception in Negotiation
inferredcites →https://doi.org/10.1007/s10551-013-2016-4openalex-snapshot
Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study
inferredcites →https://doi.org/10.1007/s10726-012-9285-7openalex-snapshot
Negotiating with the Chinese: Are They More Likely to Use Unethical Strategies?
inferredcites →https://doi.org/10.1016/j.jesp.2005.02.003openalex-snapshot
The price of deceptive behavior: Disliking and lying to people who lie to us
inferredcites →https://doi.org/10.1016/j.obhdp.2006.05.005openalex-snapshot
Promises and lies: Restoring violated trust
inferredcites →https://doi.org/10.1016/j.obhdp.2014.10.007openalex-snapshot
Prosocial lies: When deception breeds trust
inferredcites →https://doi.org/10.1016/j.obhdp.2019.02.003openalex-snapshot
Deception as competence: The effect of occupational stereotypes on the perception and proliferation of deception
inferredcites →https://doi.org/10.1016/j.socec.2009.05.004openalex-snapshot
Reputational cues in repeated trust games
inferredcites →https://doi.org/10.1016/s0007-6813(98)90003-9openalex-snapshot
Ethics in negotiation: Oil and water or good lubrication?
inferredcites →https://doi.org/10.1016/s0148-2963(02)00286-2openalex-snapshot
Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior
inferredcites →https://doi.org/10.1016/s0167-2681(02)00092-6openalex-snapshot
Cheap talk in bargaining experiments: lying and threats in ultimatum games
inferredcites →https://doi.org/10.1017/beq.2015.41openalex-snapshot
The Mysterious Ethics of High-Frequency Trading
inferredcites →https://doi.org/10.1017/s1052150x0000885xopenalex-snapshot
Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality In Practice
inferredcites →https://doi.org/10.1023/a:1005724317399openalex-snapshot
Business and Game-Playing: The False Analogy
inferredcites →https://doi.org/10.1023/a:1005903417049openalex-snapshot
Information Disclosure in Sales
inferredcites →https://doi.org/10.1023/a:1006269203443openalex-snapshot
Ethics, Deception and Labor Negotiation
inferredcites →https://doi.org/10.1023/a:1014423802825openalex-snapshot
Ethical Immunity in Business: A Response to Two Arguments
inferredcites →https://doi.org/10.1023/a:1024103612716openalex-snapshot
Business Bluffing Reconsidered
inferredcites →https://doi.org/10.1023/b:sore.0000027411.35832.53openalex-snapshot
Ethical Fading: The Role of Self-Deception in Unethical Behavior
inferredcites →https://doi.org/10.1037/bul0000174openalex-snapshot
The truth about lies: A meta-analysis on dishonest behavior.
inferredcites →https://doi.org/10.1037/pspi0000081openalex-snapshot
Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others
inferredcites →https://doi.org/10.1057/palgrave.jibs.8490047openalex-snapshot
A Behavioral Perspective on Negotiating International Alliance
inferredcites →https://doi.org/10.1093/acprof:oso/9780199577415.001.0001openalex-snapshot
Lying and Deception
inferredcites →https://doi.org/10.1093/acprof:oso/9780199603688.001.0001openalex-snapshot
Lying, Misleading, and What is Said
inferredcites →https://doi.org/10.1093/acprof:oso/9780199657575.003.0008openalex-snapshot
Predictably Irrational?
inferredcites →https://doi.org/10.1093/acprof:osobl/9780199990481.001.0001openalex-snapshot
Morality, Competition, and the Firm
inferredcites →https://doi.org/10.1093/oxfordhb/9780195307955.003.0012openalex-snapshot
Deception and Information Disclosure in Business and Professional Ethics
inferredcites →https://doi.org/10.1097/00003246-198310000-00024openalex-snapshot
Getting to YES. Negotiating Agreement Without Giving In
inferredcites →https://doi.org/10.1108/eb022809openalex-snapshot
THE EFFECTS OF ETHICAL CLIMATE AND THE AVAILABILITY OF ALTERNATIVES ON THE USE OF DECEPTION DURING NEGOTIATION
inferredcites →https://doi.org/10.1108/eb022825openalex-snapshot
CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS
inferredcites →https://doi.org/10.1108/eb022828openalex-snapshot
THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL
inferredcites →https://doi.org/10.1111/j.0029-4624.2006.00610.xopenalex-snapshot
The Definition of Lying*
inferredcites →https://doi.org/10.1111/j.1468-0114.2007.00290.xopenalex-snapshot
BALD‐FACED LIES! LYING WITHOUT THE INTENT TO DECEIVE
inferredcites →https://doi.org/10.1111/j.1468-0491.1993.tb00163.xopenalex-snapshot
Ethics in the Public Service
inferredcites →https://doi.org/10.1111/j.1571-9979.1995.tb00066.xopenalex-snapshot
Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?
inferredcites →https://doi.org/10.1111/j.1571-9979.2002.tb00254.xopenalex-snapshot
The Ethics of Respect in Negotiation
inferredcites →https://doi.org/10.1111/josp.12259openalex-snapshot
“But Everyone Else Is Doing It”: Competition and Business Self‐Regulation
inferredcites →https://doi.org/10.1111/more.12028openalex-snapshot
Trust and Deception in Negotiation: Culturally Divergent Effects
inferredcites →https://doi.org/10.1111/ncmr.12010openalex-snapshot
The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception
inferredcites →https://doi.org/10.1163/138234007x191894openalex-snapshot
Lying, Cheating Foreigners!! Negotiation Ethics across Cultures
inferredcites →https://doi.org/10.1163/1571806042403009openalex-snapshot
Ethicality in Negotiation: An Analysis of Attitudes, Intentions, and Outcomes
inferredcites →https://doi.org/10.1177/0146167297235006openalex-snapshot
A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue
inferredcites →https://doi.org/10.1177/147059580111008openalex-snapshot
Culture and Deception in Business Negotiations: A Multilevel Analysis
inferredcites →https://doi.org/10.1207/s15327957pspr1003_2openalex-snapshot
Accuracy of Deception Judgments
inferredcites →https://doi.org/10.1257/0002828053828662openalex-snapshot
Deception: The Role of Consequences
inferredcites →https://doi.org/10.1287/mnsc.49.1.116.12755openalex-snapshot
Truth or Consequences: An Experiment
inferredcites →https://doi.org/10.1362/0267257022775873openalex-snapshot
Investigating UK Consumers' Unethical Attitudes and Behaviours
inferredcites →https://doi.org/10.1515/9781400825141openalex-snapshot
Truth and Truthfulness: An Essay in Genealogy
inferredcites →https://doi.org/10.2307/1879431openalex-snapshot
The Market for "Lemons": Quality Uncertainty and the Market Mechanism
inferredcites →https://doi.org/10.2307/256911openalex-snapshot
MISREPRESENTATION AND EXPECTATIONS OF MISREPRESENTATION IN AN ETHICAL DILEMMA: THE ROLE OF INCENTIVES AND TEMPTATION.
inferredcites →https://doi.org/10.2307/376536openalex-snapshot
Lying: Moral Choice in Public and Private Life
inferredcites →https://doi.org/10.2307/3857224openalex-snapshot
Morality in Practice: Dees, Crampton, and Brer Rabbit On a Problem of Applied Ethics
inferredcites →https://doi.org/10.2307/3857416openalex-snapshot
On the Ethics of Deception in Negotiation
inferredcites →https://doi.org/10.2307/3857417openalex-snapshot
Deception and Mutual Trust: A Reply to Strudler
inferredcites →https://doi.org/10.2307/j.ctv19fvzzk.67openalex-snapshot
Famine, Affluence, and Morality
inferredcites →https://doi.org/10.4159/9780674042605openalex-snapshot
A theory of justice original edition
inferredcites →https://doi.org/10.5465/amp.2017.0047openalex-snapshot
Fifty Shades of Deception: Characteristics and Consequences of Lying in Negotiations
inferredcites →https://doi.org/10.5465/amp.2017.0055openalex-snapshot
Bounded Ethicality and Ethical Fading in Negotiations: Understanding Unintended Unethical Behavior
inferredcites →https://doi.org/10.5465/amr.1995.9503271989openalex-snapshot
An Agent Morality View of Business Policy
inferredcites →https://doi.org/10.5840/10.2307/3857592openalex-snapshot
Business Ethics and Stakeholder Analysis
inferredcites →https://doi.org/10.5840/beq200717119openalex-snapshot
The Kasky-Nike Threat to Corporate Social Reporting: Implementing a Standard of Optimal Truthful Disclosure as a Solution
inferredcites →https://doi.org/10.5840/bpej1984324openalex-snapshot
A Response to “Is Business Bluffing Ethical?”
inferredcites →https://doi.org/10.5840/bpej19921121openalex-snapshot
One Philosopher’s Approach to Business and Professional Ethics
inferredcites →https://doi.org/10.5840/bpej20207695openalex-snapshot
You Can Bluff but You Should Not Spoof
inferredcites →https://doi.org/10.5840/ruffinoup19922openalex-snapshot
Ethics and Agency Theory: An Introduction
inferredcites →https://doi.org/10.5860/choice.32-2822openalex-snapshot
The tangled web they weave: truth, falsity, and advertisers
inferredcites →https://doi.org/10.5860/choice.35-3403openalex-snapshot
Defining moments: when managers must choose between right and right
inferredcites →https://doi.org/10.5860/choice.37-1471openalex-snapshot
Ethics for adversaries: the morality of roles in public and professional life
inferredcites →https://doi.org/10.5860/choice.37-1653openalex-snapshot
Bargaining for advantage: negotiation strategies for reasonable people
inferredcites →https://doi.org/10.5860/choice.39-6508openalex-snapshot
Leading quietly: an unorthodox guide to doing the right thing
What points at this work
Incoming claims: where this work appears in other papers’ reference lists and arguments.
inferred← citeshttps://doi.org/10.2139/ssrn.4706848openalex-extracted
Sustainable in Name Only? Does Bluffing or Impact Explain Success in a Moral Market?
inferred← citeshttps://doi.org/10.1007/s10551-023-05370-8openalex-snapshot
Harming by Deceit: Epistemic Malevolence and Organizational Wrongdoing
inferred← citeshttps://doi.org/10.1007/s10726-026-10011-2openalex-snapshot
Ethical Guidelines for Designing, Developing, and Deploying AI Negotiation Agents
inferred← citeshttps://doi.org/10.1017/beq.2023.1openalex-snapshot
Lying about Reservation Prices in Business Negotiation: A Qualified Defense
inferred← citeshttps://doi.org/10.1108/ijcma-11-2024-0301openalex-snapshot
Ethical conduct in negotiations: drivers and trajectories
inferred← citeshttps://doi.org/10.1109/mts.2025.3604348openalex-snapshot
On the Morality of “Fake It Till You Make It” in High-Tech
inferred← citeshttps://doi.org/10.1162/ngtn_a_00024openalex-snapshot
How Unexpected Consequences of Our Unethical Behavior Can Eventually Turn Against Us
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