Lying and Smiling: Informational and Emotional Deception in Negotiation
Ingrid Smithey Fulmer
Moore School of Business, University of SC
Vanderbilt University - Organizational Behavior
April 1, 2007
Journal of Business Ethics, Forthcoming
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: negotiation, ethics, deception, bargaining, emotionworking papers series
Date posted: February 12, 2007 ; Last revised: November 17, 2012
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