Paltering Explained
Paltering is the active use of selective truthful statements to mislead.[1] [2] [3] [4]
The term as applied in psychology and mediation studies was developed by researchers at the John F. Kennedy School of Government in the late 2000s.[5] [6] [7] The first known use of palter to describe acting insincerely or deceitfully was in the 1580s.[8]
Paltering is considered both more serious and more common than a lie of omission (a passive failure to correct a wrong statement).[3] Paltering differs from a lie of omission in the following way, as described by Todd Rogers of the Kennedy School: When selling a used car with engine trouble, a lie of omission would be a silent failure to correct a buyer who said, "I presume the car is in excellent shape and the engine runs well", while paltering would involve deceiving the buyer with a statement such as "I drove it yesterday in 10-below temperatures and it drove well".[3]
People who palter often believe it is less unethical than outright lying.[9]
Usage
Paltering appears to be common in negotiations. More than half of 184 business executives surveyed in a study by the Kennedy School admitted that they had paltered. Among those who did, most told the researchers they paltered to get a better deal. But the practice is risky, because when it is caught, it causes conflict, reduces trust and undermines relationships.[9] [2] [1]
Politicians sometimes palter to dodge questions in a debate.[2]
See also
External links
Notes and References
- Rogers. Todd. Zeckhauser. Richard. Gino. Francesca. Norton. Michael I.. Schweitzer. Maurice E.. March 2017. Artful paltering: The risks and rewards of using truthful statements to mislead others. Journal of Personality and Social Psychology. 112. 3. 456–473. 10.1037/pspi0000081. 1939-1315. 27936834. 3402556.
- Web site: Hogenboom . Melissa . The devious art of lying by telling the truth . . 15 November 2017 . en. 2021-11-18.
- News: McGregor. Jena. December 29, 2016. When telling the truth is actually dishonest. en-US. Washington Post. 2021-11-18. 0190-8286.
- Gino . Francesca . Francesca Gino . There's a Word for Using Truthful Facts to Deceive: Paltering . . https://web.archive.org/web/20170105085949/https://hbr.org/2016/10/theres-a-word-for-using-truthful-facts-to-deceive-paltering . 5 January 2017 . 5 October 2016.
- Schauer . Frederick . Zeckhauser . Richard . Paltering . KSG Faculty Research Working Paper Series. RWP07-006 . February 2007 . . en. 10.2139/ssrn.832634. 832634 .
- Book: Schauer . Frederick . Zeckhauser . Richard . Harrington . Brooke . Brooke Harrington . Deception: From Ancient Empires to Internet Dating . 2009 . . 9780804756495 . 38–54 . Paltering.
- Harnack . Klaus . Paltering – wie man mit Wahrheiten lügen kann . Die Mediation . 2019 . 26–27 . Paltering - how to lie with truths . de. 2366-2336.
- Web site: Definition of PALTER. 2021-11-19. www.merriam-webster.com. en.
- Web site: Gerdeman. Dina. 2016-12-05. How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky). 2021-11-18. HBS Working Knowledge. en.
