Loose with the Truth: Predicting Deception in Negotiation
31 Pages Posted: 7 Jun 2005
Date Written: June 1, 2005
Using a simulated, two-party negotiation, we examined how characteristics of the factor, target and situation affected deception. We focused on how negotiators talked about an indifference issue, that is, an issue that had no value for them. We found that negotiators misrepresented the value of this issue (sin of commission) when the other party was not benevolent and concealed information (sin of omission) when they reported a negative mood. Negotiators were less likely to leverage this issue when the other party was benevolent or reliable but more likely to leverage it when the other party had integrity. We also found that dyad composition - whether a dyad contained 0, 1 or 2 cooperatively-oriented negotiators - interacted with characteristics of the actor and target to predict both honesty and deception.
Keywords: Dyadic negotiation, deception, trust
Suggested Citation: Suggested Citation