An Instrumental Account of Deception and Reactions to Deceit in Bargaining

Business Ethics Quarterly 20 (1):57-73 (2010)
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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).

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References found in this work

Shrewd Bargaining on the Moral Frontier.Peter Cramton & J. Gregory Dees - 1991 - Business Ethics Quarterly 1 (2):135-167.

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