Lying and Smiling: Informational
and Emotional Deception in Negotiation |
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Authors: | Ingrid Smithey Fulmer Bruce Barry D Adam Long |
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Institution: | (1) George Mason University, Fairfax, VA 22030, USA;(2) University of Queensland, Brisbane, Australia;(3) Melbourne Business School, University of Melbourne, Melbourne, Australia |
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Abstract: | This study investigated attitudes toward the use of deception in negotiation, with particular attention to the distinction
between deception regarding the informational elements of the interaction (e.g., lying about or misrepresenting needs or preferences)
and deception about emotional elements (e.g., misrepresenting one’s emotional state). We examined how individuals judge the
relative ethical appropriateness of these alternative forms of deception, and how these judgments relate to negotiator performance
and long-run reputation. Individuals viewed emotionally misleading tactics as more ethically appropriate to use in negotiation
than informational deception. Approval of deception predicted negotiator performance in a negotiation simulation and also
general reputation as a negotiator, but the nature of these relationships depended on the kind of deception involved. |
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Keywords: | |
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