RT Article
T1 Lying and Smiling: Informational and Emotional Deception in Negotiation
JF Journal of business ethics
VO 88
IS 4
SP 691
OP 709
A1 Fulmer, Ingrid Smithey
A1 Barry, Bruce
A1 Long, D. Adam
LA English
PB Springer Science + Business Media B. V
YR 2009
UL https://www.ixtheo.de/Record/1785671278
AB 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.
K1 attitudes toward deception
K1 emotion in negotiation
K1 Negotiation tactics
K1 Negotiation
K1 Deception
DO 10.1007/s10551-008-9975-x