Business Ethics Quarterly 3 (4):317-341 (1993)

Authors
Thomas L. Carson
Loyola University, Chicago
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 Applied Philosophy  Business and Professional Ethics  Social Science
Categories (categorize this paper)
ISBN(s) 1052-150X
DOI 10.2307/3857282
Options
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

PhilArchive copy


Upload a copy of this paper     Check publisher's policy     Papers currently archived: 71,512
External links

Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
Through your library

References found in this work BETA

The right and the good.W. Ross - 1932 - Revue de Métaphysique et de Morale 39 (2):11-12.
A Theory of Human Action.Les Holborow - 1973 - Philosophical Quarterly 23 (91):180-182.

View all 6 references / Add more references

Citations of this work BETA

Business Bluffing Reconsidered.Fritz Allhoff - 2003 - Journal of Business Ethics 45 (4):283 - 289.
On the Ethics of Deception in Negotiation.Alan Strudler - 1995 - Business Ethics Quarterly 5 (4):805-822.

View all 20 citations / Add more citations

Similar books and articles

Business Bluffing Reconsidered.Fritz Allhoff - 2003 - Journal of Business Ethics 45 (4):283 - 289.
Lying and Deception.Don Fallis - 2010 - Philosophers' Imprint 10.
What Is Lying.Don Fallis - 2009 - Journal of Philosophy 106 (1):29-56.
Two Definitions of Lying.James Edwin Mahon - 2008 - International Journal of Applied Philosophy 22 (2):211-230.
On the Definition of Lying: A Reply to Jones and Revisions.Thomas L. Carson - 1988 - Journal of Business Ethics 7 (7):509-514.
Liar Liar.Thomas Carson - 2008 - International Journal of Applied Philosophy 22 (2):189-210.
Lying and Asserting.Andreas Stokke - 2013 - Journal of Philosophy 110 (1):33-60.
Lying and Intentions.Gary E. Jones - 1986 - Journal of Business Ethics 5 (4):347-349.

Analytics

Added to PP index
2011-01-09

Total views
52 ( #220,219 of 2,520,967 )

Recent downloads (6 months)
3 ( #205,180 of 2,520,967 )

How can I increase my downloads?

Downloads

My notes