Deception - Publications - Faculty & Research

05 Dec 2016
Research & Ideas

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

Business executives regularly use sly tactics to get a better deal during negotiations—often making statements that are technically true, but are purposely skewed to mislead the other side. It’s a distinct form of deception called... View Details

Keywords: by Dina Gerdeman

17 Aug 2020
Research & Ideas

What the Stockdale Paradox Tells Us About Crisis Leadership

explanation is elegant: “Personal spirituality functions in a deceptively simple way. When a person who has lived for themselves and their immediacy is thrown into a new and frightening environment, be it a prison camp or a liferaft, a... View Details

Keywords: by Boris Groysberg and Robin Abrahams

13 May 2013
Research & Ideas

How to Spot a Liar

Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business... View Details

Keywords: by Carmen Nobel

30 Jul 2018
Research & Ideas

Why Ethical People Become Unethical Negotiators

takes to settle,” he adds. “Auditing firms screw up, and one scandal after another occurs, because they don’t want to upset their clients by noticing and telling them their books stink because they might lose their business.” Deception... View Details

Keywords: by Dina Gerdeman

27 Jan 2023
Op-Ed

Have We Lost Sight of Integrity?

federal indictment. Tesla’s Elon Musk is facing trial for deceptively driving up the price of Tesla stock by falsely claiming to have the “funding secured” to take his company private. Theranos under Elizabeth Holmes and Sunny Balwani... View Details

Keywords: by Bill George

01 Dec 2023
News

Alumni and Faculty Books and Podcasts

Edited by Margie Kelley Alumni Books The World’s Littlest Book on Climate: Ten Facts in Ten Minutes About CO2 By Mike Nelson, Pieter Tans, and Michael Banks (MBA 1983) Independently Published In this updated edition of the world’s smallest book on the world’s biggest... View Details

Keywords: podcasts

18 Nov 2002
Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

ethics at its core is about excellence and high attainment rather than misdeeds and malfeasance. But we do pay attention to misconduct, and I have seen many types over the years—from the garden-variety deceptions and betrayals that sap... View Details

Keywords: by Carla Tishler

01 Dec 2004
News

Marquis Jet Takes Off

projected to top $240 million, Allard says that the business has far exceeded expectations. Success, he admits, now looks deceptively easy. Allard knows better: “It’s the hardest thing that I’ve ever done.” — ROGER THOMPSON View Details

Keywords: Roger Thompson; Air Transportation; Transportation

25 Apr 2011
Research & Ideas

What CEOs Do, and How They Can Do it Better

University Institute—set out to get to the bottom of CEO time management by following nearly 100 top managers in Italy, as reported in a recent paper with the deceptively simple title, What Do CEOs Do? "We had no way of knowing what... View Details

Keywords: by Michael Blanding

31 Oct 2011
Research & Ideas

The Most Powerful Workplace Motivator

Deceptive downloads also increased during times when a paper was close to gaining (or losing) placement on a top 10 list. (Ironically, one of the most downloaded SSRN papers of all time is 'I've Got Nothing to Hide' and Other... View Details

Keywords: by Carmen Nobel

26 Nov 2001
Op-Ed

Why Corporate Budgeting Needs To Be Fixed

board members and Wall Street analysts. Even boards of directors are drawn into the fray, as they end up endorsing deceptive reports to shareholders. Sometimes, outright fraud ensues, as we've seen recently in high-profile cases involving... View Details

Keywords: by Michael C. Jensen

10 Jul 2007
What Do You Think?

How Much of Leadership Is About Control, Delegation, or Theater?

"Well, part of it is self-discipline and part of it is deception—deception in the sense that you pump yourself up and put a better face on things than you start off feeling. But after a while, if you act confident, you become more confident. So the View Details

Keywords: by Jim Heskett

03 Mar 2016
News

3-Minute Briefing: Pamela Meyer (MBA 1986)

being paranoid. But the costs of deception are high. It pays to develop a close team of colleagues you absolutely trust and would go to war with. A complicated stew in our culture is creating a deception... View Details

Keywords: Julia Hanna

01 Feb 2001
News

In Dot-Calm Era, Conference Examines Options for Entrepreneurs

entrepreneurs must not surrender to feelings of hopelessness. Stressing that starting any business is nothing less than a ten-year career commitment, he explained that those ten years may well be marked by two extremes: brilliant successes (that could come View Details

Keywords: Information

13 May 2002
Book

Bringing the Master Passions to Work

If passions are the masters of reason—as David Hume (1960) believed—then they have done a remarkable job at getting us to believe in their benign nature—their outright subservience to reason. Deception and self-deception are as critical... View Details

Keywords: by Mihnea C. Moldoveanu & Nitin Nohria

08 Dec 2003
Research & Ideas

Is That Really Your Best Offer?

discloses his "must have" issues, he may be gouged. Deception at the bargaining table can be hostile, too, as when someone pretends to have no authority to settle or makes promises he doesn't intend to keep. That's why many of... View Details

Keywords: by Michael Wheeler

14 Dec 2009
Research & Ideas

Can Entrepreneurs Drive People Movers to Success?

installations. Q: What are you working on next? A: These days, online shoppers face deceptive offers that promise discounts ("$10 off your next order") while they attempt to check out at ordinary retail Web sites. Because an... View Details

Keywords: by Martha Lagace; Transportation

02 Sep 2014
First Look

First Look: September 2

Publications September 2014 Organization Science Social Comparisons and Deception Across Workplace Hierarchies: Field and Experimental Evidence By: Edelman, Benjamin, and Ian Larkin Abstract—We examine how unfavorable social comparisons... View Details

Keywords: Sean Silverthorne

09 Aug 2011
First Look

First Look: August 9

heavily than advice from novices. Theoretical and practical contributions are discussed. Deception and Its Detection: Effects of Monetary Incentives and Personal Relationship History Authors:Lyn M. Van Swol, Deepak Malhotra, and Michael... View Details