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Is Business Bluffing Ethical?
A respected businessman with whom I discussed the theme of this article remarked with some heat, “You mean to say you’re going to encourage men to bluff? Why, bluffing if nothing ore than a form of lying! You’re advising them to lie! ”
I agreed that the basis of private morality is respect for truth and that the closer a businessman comes to the truth, the more be deserves respect. At the same time , I suggested that most bluffing in business might be regarded simply as game strategy much like bluffing in poker, which does not reflect on the morality of the bluffer.
I quoted Herry Taylor, the British statesman who pointed out that “falsehood cease to be falsehood when it is understood on all sides that the truth is not expected to be spoken” —an exact description of bluffing in poker, diplomacy, and business. I cited the analogy of the criminal court, where the criminal is not expected to tell the truth when he pleads “not guilty.” Everyone from the judge down takes it for granted that the job of the defendant’s attorney is to get his client off not to reveal the truth; and this is considered ethical practice. I mentioned Representative Omar Burleson. The Democrat form Texas, who was quoted as saying, in regard to the ethics of Congress, “Ethics is barrel of worms”—a pungent summing up of the problem of deciding who is ethical in politics.
I reminded my friend that millions of businessmen feel constrained every day to say yes to their bosses when they secretly believe no and that this is generally accepted as permissible strategy when the alternative might be the loss of a job. The essential point, I said, is that the ethics of business are game ethics, different from the ethics of religion.
We can learn a good deal about the nature of business by comparing it with poker. While both have a large element of chance, in the long run the winner is the man who plays with steady skill. In both games ultimate victory requires intimate knowledge of the rules, insight into the psychology of the other players, a bold front, a considerable amount of self-discipline, and the ability to respond swiftly and effectively to opportunities provided by chance.
Not one expects poker to be played on the ethical principles preached in churches. In poker it is right and proper to bluff a friend out of the rewards of being dealt a good hand. A player feels no more than a slight twinge of sympathy, if that, when-with nothing better than single ace in his hand –he strips a heavy loser, who holds a pair, of the rest of the chips, It was up to the other fellow to protect himself. In the words of an excellent poker player, former President Harry Truman, “If you can’t stand the heat, stay out of the kitchen.” If one shows mercy to a loser in poker, it is a personal gesture, divorced from the rules of the game.
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