Skip to main content
SpringerLink
Log in

Bluffing in labor negotiations: Legal and ethical issues

  • Published:
Journal of Business Ethics Aims and scope Submit manuscript

Abstract

This paper presents an analysis of bluffing in labor negotiations from legal, economic, and ethical perspectives. It is argued that many forms of bluffing in labor negotiations are legal and economically advantageous, but that they typically constitute lying. Nevertheless it is argued that it is generally morally acceptable to bluff given a typical labor-management relationship where one's negotiating partner is familiar with and most likely employing bluffing tactics him/herself. We also consider whether it is an indictment of our present negotiating practices and our economic system as a whole that, given the harsh realities of the marketplace, bluffing is usually morally acceptable.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

Bibliography

  • Bulkeley, W. M.: 1979, ‘To Some at Harvard, Telling Lies Becomes a Matter of Course’, Wall Street Journal, January 15, pp. 1, 37.

  • Carr, A. Z.: 1968, ‘Is Business Bluffing Ethical?’, Harvard Business Review 46, 143–153.

    Google Scholar 

  • Chisholm, R., and T. Feehan: 1977, ‘The Intent to Deceive’, Journal of Philosophy 74, 143–159.

    Google Scholar 

  • Isenberg, A.: 1965, ‘Conditions for Lying’, in T. Beauchamp and N. Bowie (eds.), Ethical Theory and Business (Prentice Hall, Englewood Cliffs, N.J., 1979), pp. 466–468.

    Google Scholar 

  • Kant, I.: 1775–1780, Lectures on Ethics (Louis Infield, Trans., Harper and Row, New York, 1963).

    Google Scholar 

  • Kant, I.: 1797, ‘On a Supposed Right to Tell Lies from Benevolent Motives’, in B. Brody (ed.), Moral Rules and Particular Circumstances (Prentice Hall, Englewood Cliffs, N. J., 1970), pp. 31–36.

    Google Scholar 

  • National Labor Relations Act, as amended, 29 USC 151 et seq. (1970).

  • NLRB v. Truitt Mfg. Co., 351US149, 38LRRM2042 (1956).

  • Ross, D.: 1930. The Right and the Good (Oxford University Press, Oxford).

    Google Scholar 

  • Siegler, F.: 1966, ‘Lying’, American Philosophical Quarterly 3, 128–136.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Dept. of Philosophy and Religion, Virginia Polytechnic Institute and State University, 24061, Blacksburg, VA

    Thomas L. Carson (Assistant Professor of Philosophy)

  2. College of Business, Virginia Polytechnic Institute and State University, 24061, Blacksburg, VA

    Richard E. Wokutch (Assistant Professor of Management) & Kent F. Murrmann (Assistant Professor of Management)

Authors
  1. Thomas L. Carson
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Richard E. Wokutch
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Kent F. Murrmann
    View author publications

    You can also search for this author in PubMed Google Scholar

Rights and permissions

Reprints and permissions

About this article

Cite this article

Carson, T.L., Wokutch, R.E. & Murrmann, K.F. Bluffing in labor negotiations: Legal and ethical issues. J Bus Ethics 1, 13–22 (1982). https://doi.org/10.1007/BF00382801

Download citation

  • Received:

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF00382801

Keywords

Search

Navigation