Word: raiffa
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...When we say strategic misrepresentation, we're not talking about a person who, when trying to sell a used car, will set back the odometer," Raiffa wrote in this month's Harvard Business School Bulletin. "That sort of scurrilous behavior would not be condoned by me or by any of my students. We are talking about the grayer area where the seller of the car would be willing to sell at $500 but says he would not be willing to take a cent less than...
...Although Raiffa puts his students into about 30 bargaining situations, four or five of which may involve strategic misrepresentation, and four or five of which may hurt someone using the technique, Bulkeley's article concentrated on the issue of lying. The article's subheadline read, "Untruths Can Improve Grade in Business-School Class; Peer Pressure and Ethics." Raiffa, past and present students in the course, Lawrence E. Fouraker, dean of the Business School, and other University officials were understandably upset by the way the course was portrayed in the papers...
...bargaining situations or games, as they are called in Raiffa's course, are abstracted and simplified from more complex real-life business situations. One student might play the role of a policeman's union leader, the other a city mayor. The two sit down and negotiate a contract, each attempting to get as favorable an agreement...
...teach [my students] to misrepresent the facts, but I do force them to think hard about such problems," Raiffa said...
...article, however, began with the statement that one student in the class received the highest grade in the bargaining section of the course because he was willing to lie. "That student he mentioned did not get a good grade in the course because he was willing to lie," Raiffa said. "I re-averaged the grades with those games that made lying advantageous, and he still came out ahead. He just did well generally...