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date: 17 January 2019

Abstract and Keywords

The chapter focuses on bluffing and discusses the distinctions between bluffing, lying, and bullshitting. The general purpose of bluffing is to gain advantage in the interaction by manipulating the other individual’s expectations and subsequent behavior. This is a complex task, as it involves not only modeling behavior that will convince the other party something is true, but also simultaneously holding the knowledge of what is actually true. Bluffing is discussed with respect to different interactional settings, e.g., police interrogation, business negotiation, and poker playing. An important question is the morality of bluffing, e.g., whether lying is worse than bluffing.

Keywords: bluffing, bullshitting, lying, business negotiation, knowledge, manipulation, police interrogation, poker play

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