Goals and the Use of Deception: Lying for the Greater Good

24 Pages Posted: 21 May 2010

See all articles by Lukas Koning

Lukas Koning

Leiden University

Wolfgang Steinel

Leiden University - Social and Organizational Psychology

Ilja van Beest

Tilburg University

Eric van Dijk

Leiden University

Abstract

The relation between social value orientation and the use of deception was studied in two experiments. Results showed that proself bargainers used deception mainly to increase their own outcomes. This was different for prosocial bargainers. Prosocial bargainers used deception often against proself opponents to reach high joint outcomes, but rarely used deception when facing a prosocial opponent. Our experiments demonstrate that both the goals of the participants and their expectations about the goals of their opponent influenced the use of deception.

Suggested Citation

Koning, Lukas and Steinel, Wolfgang and van Beest, Ilja and van Dijk, Eric, Goals and the Use of Deception: Lying for the Greater Good. IACM 23rd Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1612542 or http://dx.doi.org/10.2139/ssrn.1612542

Lukas Koning (Contact Author)

Leiden University ( email )

Postbus 9500
Leiden, 2300 RA
Netherlands

Wolfgang Steinel

Leiden University - Social and Organizational Psychology ( email )

Leiden, 2300 RA
Netherlands

Ilja van Beest

Tilburg University ( email )

P.O. Box 90153
Tilburg, DC 5000 LE
Netherlands

Eric van Dijk

Leiden University ( email )

Postbus 9500
Leiden, 2300 RA
Netherlands

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