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- Title
An Instrumental Account of Deception and Reactions to Deceit in Bargaining.
- Authors
Koning, Lukas; Dijk, Eric van; Beest, Ilja van; Steinel, Wolfgang
- Abstract
In the current paper we present an instrumental approach to deception. This approach incorporates the notion that bargainers (a) will use deception as a means to reach their goals in bargaining but (b) will refrain from using deception when they have alternative means to reach their goals. We demonstrate that different goals can lead to differences in the use of deception (Experiment 1). Furthermore, we demonstrate that reactions to deceit can also be understood from an instrumental perspective (Experiment 2).
- Publication
Business Ethics Quarterly, 2010, Vol 20, Issue 1, p57
- ISSN
1052-150X
- Publication type
Academic Journal
- DOI
10.5840/beq20102015