Lying and Smiling: Informational and Emotional Deception in Negotiation

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
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DOI 10.1007/s10551-008-9975-x
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Is Business Bluffing Ethical?Albert Z. Carr - forthcoming - Essentials of Business Ethics.
Construct Validity in Psychological Tests.Lee J. Cronbach & P. E. Meehl - 1956 - In Herbert Feigl & Michael Scriven (eds.), Minnesota Studies in the Philosophy of Science. , Vol. pp. 1--174.

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