David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 88 (4):691 - 709 (2009)
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
|Keywords||deception negotiation negotiation tactics emotion in negotiation attitudes toward deception|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
Fritz Allhoff (2003). Business Bluffing Reconsidered. Journal of Business Ethics 45 (4):283 - 289.
Thomas Carson (1993). Second Thoughts About Bluffing. Business Ethics Quarterly 3 (4):317-341.
Lee J. Cronbach & P. E. Meehl (1956). Construct Validity in Psychological Tests. In Herbert Feigl & Michael Scriven (eds.), Minnesota Studies in the Philosophy of Science. , Vol. 1--174.
Roy J. Lewicki & Robert J. Robinson (1998). Ethical and Unethical Bargaining Tactics: An Empirical Study. [REVIEW] Journal of Business Ethics 17 (6):211-228.
Chris Provis (2000). Ethics, Deception and Labor Negotiation. Journal of Business Ethics 28 (2):145 - 158.
Citations of this work BETA
Moshe Banai, Abraham Stefanidis, Ana Shetach & Mehmet Ferhat Özbek (forthcoming). Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study. Journal of Business Ethics.
Majid Ghorbani, Yuan Liao, Sinan Çayköylü & Masud Chand (2013). Guilt, Shame, and Reparative Behavior: The Effect of Psychological Proximity. [REVIEW] Journal of Business Ethics 114 (2):311-323.
Similar books and articles
Howard Rachlin & Marvin Frankel (1997). The Uses of Self-Deception. Behavioral and Brain Sciences 20 (1):124-125.
Eleanor Lawson (2001). Informational and Relational Meanings of Deception: Implications for Deception Methods in Research. Ethics and Behavior 11 (2):115 – 130.
Neil Van Leeuwen (2013). Self-Deception. In Hugh LaFollette (ed.), International Encyclopedia of Ethics. Wiley-Blackwell.
Clancy W. Martin (ed.) (2009). The Philosophy of Deception. Oxford University Press.
Robert Audi (1997). Self-Deception Vs. Self-Caused Deception: A Comment on Professor Mele. Behavioral and Brain Sciences 20 (1):104-104.
James H. Michelman (1983). Deception in Commercial Negotiation. Journal of Business Ethics 2 (4):255 - 262.
Alfred R. Mele (1997). Understanding and Explaining Real Self-Deception. Behavioral and Brain Sciences 20 (1):127-134.
Baljinder Sahdra & Paul R. Thagard (2003). Self-Deception and Emotional Coherence. Minds and Machines 13 (2):213-231.
Mara Olekalns & Philip L. Smith (2009). Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation. [REVIEW] Journal of Business Ethics 85 (3):347 - 365.
Added to index2009-01-28
Total downloads35 ( #69,529 of 1,696,514 )
Recent downloads (6 months)7 ( #79,559 of 1,696,514 )
How can I increase my downloads?