Executive Overview Lying is a complex, morally ambiguous occurrence that is part of every manager's life. Although people sometimes lie purely for their own benefit, competitive and social pressures are the precursors to many business lies. However, people vary in their individual propensity to lie in identical situations. Whereas nearly all people lie in bargaining situations, only some people lie when faced with mildly conflicting expectations. People need to rationalize their lies, and organizational cultures emphasizing honesty don't seem to reduce lying so much as they drive lying underground. Suggestions are proffered for managerial action aimed at positively influencing honesty.
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Steven L. Grover (2005) studied this question.
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