Lying and smiling: Informational and emotional deception in negotiation [Book Review]

Journal of Business Ethics 88 (4):691 - 709 (2009)
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
Keywords deception  negotiation  negotiation tactics  emotion in negotiation  attitudes toward deception
Categories (categorize this paper)
Options
 Save to my reading list
Follow the author(s)
My bibliography
Export citation
Find it on Scholar
Edit this record
Mark as duplicate
Revision history Request removal from index
 
Download options
PhilPapers Archive


Upload a copy of this paper     Check publisher's policy on self-archival     Papers currently archived: 9,360
External links
  • Through your library Configure
    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.
    Chris Provis (2000). Ethics, Deception and Labor Negotiation. Journal of Business Ethics 28 (2):145 - 158.

    View all 7 references

    Citations of this work BETA
    Similar books and articles
    Analytics

    Monthly downloads

    Added to index

    2009-01-28

    Total downloads

    21 ( #68,721 of 1,088,810 )

    Recent downloads (6 months)

    1 ( #69,666 of 1,088,810 )

    How can I increase my downloads?

    My notes
    Sign in to use this feature


    Discussion
    Start a new thread
    Order:
    There  are no threads in this forum
    Nothing in this forum yet.