Acceptable Lies in Contract Negotiations

Authors

Stefanie Jung

Abstract

It is well established that lying is a widespread phenomenon in business-to-business (“B2B”) contract negotiations. Some of the most prominent lies may be those about the subject matter of the contract. However, negotiators also frequently lie about other aspects like offers from other potential buyers or sellers, the availability of their product, the legal situation regarding contractual aspects, as well as their emotions and preferences.

Recommended Citation

Stefanie Jung, Acceptable Lies in Contract Negotiations, 2021 J. Disp. Resol. (2021)
Available at: https://scholarship.law.missouri.edu/jdr/vol2021/iss2/6