David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
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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|
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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.
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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.
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