Tag: discounts

  • Bluffs versus lies: The line between persuasion and deception in negotiation

    Where’s the line between bluffing and lying, persuasion and deception, salesmanship and unethical behavior? Negotiation scholars (myself included) have not often answered that question, largely because we focus on what negotiators do instead of what they should do. So far be it from me to answer conclusively here. Nevertheless, a recent experience got me thinking…