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Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations

  • Published:2017-11-10 Issue:2 Volume:54 Page:49-70
  • ISSN:1523-2409
  • Container-title:Journal of Supply Chain Management
  • language:en
  • Short-container-title:J Supply Chain Manag

Author:

Kaufmann Lutz1,Rottenburger Joerg1,Carter Craig R.2ORCID,Schlereth Christian1

Affiliation:

1. WHU - Otto Beisheim School of Management

2. Arizona State University

Publisher

Wiley

Subject

Marketing,Economics, Econometrics and Finance (miscellaneous),Management Information Systems

Reference112 articles.

1. Business bluffing reconsidered;Allhoff;Journal of Business Ethics,2003

2. The influence of anger and compassion on negotiation performance;Allred;Organizational Behavior and Human Decision Processes,1997

3. Lying in negotiations: How individual and situational factors influence the use of neutralization strategies;Aquino;Journal of Organizational Behavior,2005

4. Selective activation and disengagement of moral control;Bandura;Journal of Social Issues,1990

5. Social cognitive theory of self-regulation;Bandura;Organizational Behavior and Human Decision Processes,1991

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