Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation

Journal of Business Ethics 85 (3):347-365 (2009)
  Copy   BIBTEX


Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. In order to trigger deception, we used an issue that had no value for one of the two parties. We found that high cognitive trust increased deception whereas high affective trust decreased deception. Negotiators who expressed anxiety also used more deception whereas those who expressed optimism also used less deception. The nature of the negotiating relationship (mutuality and level of dependence) interacted with trust and negotiators’ affect to influence levels of deception. Deception was most likely to occur when negotiators reported low trust or expressed negative emotions in the context of nonmutual or low dependence relationships. In these relationships, emotions that signaled certainty were associated with misrepresentation whereas emotions that signaled uncertainty were associated with concealment of information. Negotiators who expressed positive emotions in the context of a nonmutual or high dependence relationship also used less deception. Our results are consistent with a fair trade model in which negotiator increases deception when contextual and interpersonal cues heighten concerns about exploitation and decrease deception when these cues attenuate concerns about exploitation.



    Upload a copy of this work     Papers currently archived: 89,685

External links

Setup an account with your affiliations in order to access resources via your University's proxy server

Through your library

Similar books and articles

Ethics, deception and labor negotiation.Chris Provis - 2000 - Journal of Business Ethics 28 (2):145 - 158.
Deception and Mutual Trust.Peter C. Cramton - 1995 - Business Ethics Quarterly 5 (4):823-832.
Promoting Honesty in Negotiation.J. Gregory Dees - 1993 - Business Ethics Quarterly 3 (4):359-394.
Self-deception vs. self-caused deception: A comment on professor Mele.Robert Audi - 1997 - Behavioral and Brain Sciences 20 (1):104-104.
Deception in commercial negotiation.James H. Michelman - 1983 - Journal of Business Ethics 2 (4):255 - 262.
Self-Deception.Neil Van Leeuwen - 2013 - In Hugh LaFollette (ed.), International Encyclopedia of Ethics. Wiley-Blackwell.


Added to PP

56 (#252,526)

6 months
6 (#200,146)

Historical graph of downloads
How can I increase my downloads?

Author's Profile