Goals and the Use of Deception: Lying for the Greater Good
24 Pages Posted: 21 May 2010
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.
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