Linda L. Barkacs & Craig B. Barkacs Most people have been tempted to bluff at some time during negotiations. Perhaps they are looking to buy a new car and they tell the salesperson they were offered a better price at another car dealership, but it’s not true (i.e., it’s a lie). Or they are interviewing for a job, and exaggerate the salary offered by a competing company (once again, it’s a lie). What’s the harm, right? Many people believe that lying, euphemistically called “bluffing,” is an acceptable negotiation tactic. But is it?
The Downside of Bluffing (a.k.a. Lying)
The Downside of Bluffing (a.k.a. Lying)
The Downside of Bluffing (a.k.a. Lying)
Linda L. Barkacs & Craig B. Barkacs Most people have been tempted to bluff at some time during negotiations. Perhaps they are looking to buy a new car and they tell the salesperson they were offered a better price at another car dealership, but it’s not true (i.e., it’s a lie). Or they are interviewing for a job, and exaggerate the salary offered by a competing company (once again, it’s a lie). What’s the harm, right? Many people believe that lying, euphemistically called “bluffing,” is an acceptable negotiation tactic. But is it?