Journal of Business Ethics 45 (4):283 - 289 (2003)

Authors
Fritz Allhoff, J.D., Ph.D.
Western Michigan University
Abstract
On the one hand, bluffing in business seems to bear a strong resemblance to lying, and therefore might be thought to be prima facie impermissible. On the other, many people have the intuition that bluffing is an appropriate and morally permissible negotiating tactic. Given this tension, what is the moral standing of bluffing in business? In this paper, I will consider influential accounts of both Albert Carr and Thomas Carson, and I will present my criticisms thereof. Drawing off of these accounts, I will then develop my own argument as to why bluffing in business is morally permissible, which will be that bluffing is a practice that should be endorsed by all rational negotiators.
Keywords bluffing  business ethics
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Reprint years 2004
DOI 10.1023/A:1024103612716
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