The Honest Truth About Dishonesty: How We Lie to Everyone--Especially Ourselves

It is worthy of note that I have not included among the six principles the simple rule of material self-interest—that people want to get the most and pay the least for their choices. This omission does not stem from any perception on my part that the desire to maximize benefits and minimize costs is unimportant in driving our decisions. Nor does it

It’s precisely because of the compounding effect of these two forces that students in Max Bazerman’s negotiations class at Harvard Business School would do well to hold on to their wallets when he introduces his “twenty-dollar auction.” They say it’s easy to take candy from a baby; Professor Bazerman has found that it’s just as easy to take money f

The first is to draw back the curtain on shrouded attributes—to make sure that fees and costs are not hidden.

One restaurant that asked people to pay what they wanted for a meal found that people paid less than the restaurant would have charged normally. That might not sound good for the restaurant owner, but more people came to dine at the restaurant and almost no one paid nothing or very little. In total, the restaurant made more money.5 This relatively