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?