Friendship, Deception and Punishment in Negotiations

8 Pages Posted: 19 Oct 2009 Last revised: 4 Nov 2009

Date Written: June 15, 2009

Abstract

Negotiating is all about reaching your goals and trying to be better off than before. The goals serve primarily one’s own interests, but a second objective in most negotiations is to maintain a good relationship with the other. When negotiating with a friend, the impact of the relational factor becomes even more apparent, especially if the resources to be divided ask for distributive bargaining. In situations with a zero sum character, withholding or misrepresenting the background information is, in spite of its doubtful ethical character, a common strategy in order to gain more power. This study addresses the question of how friends cope with the double task of the negotiator, and if they are prepared to deceive the other in order to get a better result. Furthermore, we will study what happens if the deception comes out. Will the deceiving friend be punished more than a stranger would be?

Suggested Citation

van der Wijst, Per and Krahmer, Emiel, Friendship, Deception and Punishment in Negotiations (June 15, 2009). 22nd Annual IACM Conference Paper. Available at SSRN: https://ssrn.com/abstract=1488625 or http://dx.doi.org/10.2139/ssrn.1488625

Per Van der Wijst (Contact Author)

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

Emiel Krahmer

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC Noord-Brabant 5000 LE
Netherlands

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