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
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Keywords | deception negotiation negotiation tactics emotion in negotiation attitudes toward deception |
Categories | (categorize this paper) |
DOI | 10.1007/s10551-008-9975-x |
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References found in this work BETA
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Citations of this work BETA
Unethical Behavior in Organizations: Empirical Findings That Challenge CSR and Egoism Theory.Jeffrey Overall - 2016 - Business Ethics: A European Review 25 (2):113-127.
Guilt, Shame, and Reparative Behavior: The Effect of Psychological Proximity. [REVIEW]Majid Ghorbani, Yuan Liao, Sinan Çayköylü & Masud Chand - 2013 - Journal of Business Ethics 114 (2):311-323.
The Leader as Chief Truth Officer: The Ethical Responsibility of “Managing the Truth” in Organizations.Jean-Philippe Bouilloud, Ghislain Deslandes & Guillaume Mercier - 2019 - Journal of Business Ethics 157 (1):1-13.
Managed Hearts and Wallets: Ethical Issues in Emotional Influence By and Within Organizations.Ingrid Smithey Fulmer & Bruce Barry - 2009 - Business Ethics Quarterly 19 (2):155-191.
Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations.Joseph P. Gaspar & Maurice E. Schweitzer - 2021 - Journal of Business Ethics 171 (1):139-155.
View all 12 citations / Add more citations
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