In Eric Ambler’s novel Dirty Story, a character named Arthur Abdel Simpson recalls advice that he received as a child from his father:

Although I was only seven when my father was killed, I still remember him very well and some of the things he used to say…. One
of the first things he taught me was, “Never tell a lie when you can bullshit your way through.”

This presumes not only that there is an important difference between lying and bullshitting, but that the latter is preferable to the former. Now the elder Simpson surely did not consider bullshitting morally superior to lying. Nor is it likely that he regarded lies as invariably less effective than bullshit in accomplishing the purposes for which either of them might be employed. After all, an intelligently crafted lie may do its work with unqualified success. It may be that Simpson thought it easier to get away with bullshitting than with lying. Or perhaps he meant that, although the risk of being caught is about the same in each case, the consequences of being caught are generally less severe for the bullshitter than for the liar. In fact, people do tend to be more tolerant of bullshit than of lies, perhaps because we are less inclined to take the former as a personal affront. We may seek to distance ourselves from bullshit, but we are more likely to turn away from it with an impatient or irritated shrug than with the sense of violation or outrage that lies often inspire. The problem of understanding why our attitude toward bullshit is generally more benign than our attitude toward lying is an important one, which I shall leave as an exercise for the reader.

The pertinent comparison is not, however, between telling a lie and producing some particular instance of bullshit. The elder Simpson identifies the alternative to telling a lie as “bullshitting one’s way through.” This involves not merely producing one instance of bullshit; it involves program of producing bullshit to whatever extent the circumstances require. This is a key, perhaps, to his preference. Telling a lie is an act with a sharp focus. It is designed to insert a particular falsehood at a specific point in a set or system of beliefs, in order to avoid the consequences of having that point occupied by the truth. This requires a degree of craftsmanship, in which the teller of the lie submits to objective constraints imposed by what he takes to be the truth. The liar is inescapably concerned with truth-values. In order to invent a lie at all, he must think he knows what is true. And in order to invent an effective lie, he must design his falsehood under the guidance of that truth.

On the other hand, a person who undertakes to bullshit his way through has much more freedom. His focus is panoramic rather than particular. He does not limit himself to inserting a certain falsehood at a specific point, and thus he is not constrained by the truths surrounding that point or intersecting it. He is prepared to fake the context as well, so far as need requires. This freedom from the constraints to which the liar must submit does not necessarily mean, of course, that his task is easier than the task of the liar. But the mode of creativity upon which it relies is less analytical and less deliberative than that which is mobilized in lying. It is more expansive and independent, with more spacious opportunities for improvisation, color, and imaginative play. This is less a matter of craft than of art. Hence the familiar notion of the “bullshit artist.” My guess is that the recommendation offered by Arthur Simpson’s father reflects the fact that he was more strongly drawn to this mode of creativity, regardless of its relative merit or effectiveness, than he was to the more austere and rigorous demands of lying.

What bullshit essentially misrepresents is neither the state of affairs to which it refers nor the beliefs of the speaker concerning that state of affairs. Those are what lies misrepresent, by virtue of being false. Since bullshit need not be false, it differs from lies in its misrepresentational intent. The bullshitter may not deceive us, or even intend to do so, either about the facts or about what he takes the facts to be. What he does necessarily attempt to deceive us about is his enterprise. His only indispensably distinctive characteristic is that in a certain way he misrepresents what he is up to.

This is the crux of the distinction between him and the liar. Both he and the liar represent themselves falsely as endeavoring to communicate the truth. The success of each depends upon deceiving us about that. But the fact about himself that the liar hides is that he is attempting to lead us away from a correct apprehension of reality; we are not to know that he wants us to believe something he supposes to be false. The fact about himself that the bullshitter hides, on the other hand, is that the truth-values of his statements are of no central interest to him; what we are not to understand is that his intention is neither to report the truth nor to conceal it. This does not mean that his speech is anarchically impulsive, but that the motive guiding and controlling it is unconcerned with how the things about which he speaks truly are.

It is impossible for someone to lie unless he thinks he knows the truth. Producing bullshit requires no such conviction. A person who lies is thereby responding to the truth, and he is to that extent respectful of it. When an honest man speaks, he says only what he believes to be true; and for the liar, it is correspondingly indispensable that he considers his statements to be false. For the bullshitter, however, all these bets are off: he is neither on the side of the true nor on the side of the false. His eye is not on the facts at all, as the eyes of the honest man and of the liar are, except insofar as they may be pertinent to his interest in getting away with what he says. He does not care whether the things he says describe reality correctly. He just picks them out, or makes them up, to suit his purpose.

Harry Frankfurt, On Bullshit, Princeton, 2005, pp. 48-56