Graduate studies at Western
Business Ethics Quarterly 3 (4):317-341 (1993)
|Abstract||It is common for people to misstate their bargaining positions during business negotiations. This paper will focus on cases of the following sort: I am selling a house and tell a prospective buyer that $90,000 is absolutely the lowest price that I will accept, when I know that I would be willing to accept as little as $80, 000 for the house. This is a lie according to standard definitions of lying-it is a deliberate false statement which is intended to deceive others. I will defend the following two theses:a. Appearances to the contrary, this kind of bluffing typically does not constitute lying. (I will argue that standard dictionary definitions of lying are untenable and defend an alternative definition hinted at, but never clearly formulated by, W. D. Ross. On my definition, deliberate false statements about one's negotiating position would rarely constitute lies in this society.)b. It is usually permissible to misstate one's bargaining position when one has good reason to think that one's negotiating partner is doing the same and it is usually impermissible to misstate one's negotiating bargaining if one does not have good reason to think that the other party is misstating her position|
|Keywords||No keywords specified (fix it)|
|Categories||categorize this paper)|
|Through your library||Configure|
Similar books and articles
Thomas L. Carson (2005). The Morality of Bluffing: A Reply to Allhoff. [REVIEW] Journal of Business Ethics 56 (4):399 - 403.
Fritz Allhoff (2003). Business Bluffing Reconsidered. Journal of Business Ethics 45 (4):283 - 289.
Thomas L. Carson, Richard E. Wokutch & Kent F. Murrmann (1982). Bluffing in Labor Negotiations: Legal and Ethical Issues. [REVIEW] Journal of Business Ethics 1 (1):13 - 22.
Don Fallis (2010). Lying and Deception. Philosophers' Imprint 10 (11).
Jukka Varelius (2006). Allhoff on Business Bluffing. Journal of Business Ethics 65 (2):163 - 171.
Don Fallis (2009). What Is Lying? Journal of Philosophy 106 (1):29-56.
James Edwin Mahon (2008). Two Definitions of Lying. International Journal of Applied Philosophy 22 (2):211-230.
Don Fallis (2012). Lying as a Violation of Grice's First Maxim of Quality. Dialectica 66 (4):563-581.
Thomas L. Carson (1988). On the Definition of Lying: A Reply to Jones and Revisions. [REVIEW] Journal of Business Ethics 7 (7):509 - 514.
Thomas Carson (2008). Liar Liar. International Journal of Applied Philosophy 22 (2):189-210.
Adam J. Arico & Don Fallis (2013). Lies, Damned Lies, and Statistics: An Empirical Investigation of the Concept of Lying. Philosophical Psychology 26 (6):790 - 816.
Rebecca M. Guidice, G. Stoney Alder & Steven E. Phelan (2009). Competitive Bluffing: An Examination of a Common Practice and its Relationship with Performance. [REVIEW] Journal of Business Ethics 87 (4):535 - 553.
James McBain (2003). The Moral Poker Face: Games, Deception, and the Morality of Bluffing. Contemporary Philosophy (5&6):55-60.
Andreas Stokke (2013). Lying and Asserting. Journal of Philosophy 110 (1):33-60.
Gary E. Jones (1986). Lying and Intentions. Journal of Business Ethics 5 (4):347 - 349.
Added to index2011-01-09
Total downloads8 ( #131,816 of 739,336 )
Recent downloads (6 months)1 ( #61,538 of 739,336 )
How can I increase my downloads?