Thursday, 21. December 2017

Lying Is a No-Go. Bluffing Is Allowed, Right?

[Translate to Englisch:] The difference between a bluff and a lie can be found in the eyes of the beholder.

A study by WHU – Otto Beisheim School of Management and Arizona State University provides answers to the question of the real difference between a bluff and a lie in business negotiations. The distinction is an important one, as the psychological consequences are fundamentally different – for those affected by a bluff or a lie, and for the actors themselves.

The authors Professor Dr. Lutz Kaufmann, Jörg Rottenburger and Professor Dr. Christian Schlereth (f.l.t.r.)