Deception in negotiations: Insights and opportunities

Joseph P Gaspar; Redona Methasani; Maurice E Schweitzer

doi:10.1016/j.copsyc.2022.101436

Deception in negotiations: Insights and opportunities

Curr Opin Psychol. 2022 Oct:47:101436. doi: 10.1016/j.copsyc.2022.101436. Epub 2022 Jul 31.

Authors

Joseph P Gaspar¹, Redona Methasani², Maurice E Schweitzer³

Affiliations

¹ School of Business, Quinnipiac University, 275 Mt. Carmel Ave, Hamden, CT, 06518, USA. Electronic address: Joseph.Gaspar@quinnipiac.edu.
² School of Business, University of Connecticut, 1 University Place, Stamford, CT 06901, USA.
³ Wharton School, University of Pennsylvania, 3730 Walnut Street, 544 Jon M. Huntsman Hall, Philadelphia, PA 19104, USA.

PMID: 36029702
DOI: 10.1016/j.copsyc.2022.101436

Abstract

Deception pervades negotiations and shapes both the negotiation process and outcomes. In this article, we review recent scholarship investigating deception in negotiations. We offer an integrative review of recent theoretical and empirical research, and we argue that the dominant experimental paradigms that scholars have used to study deception have limited our understanding of deception in negotiations. We call for future work to develop new paradigms to investigate the role of relationships, reputations, emotions, and negotiation experience. We also call for future work to expand our understanding of practical prescriptions to curtail a negotiator's risk of being deceived.

Keywords: Deception; Ethics; Lying; Negotiations; Paltering; Trust; Unethical Behavior.

Publication types

Review
Research Support, Non-U.S. Gov't

MeSH terms

Deception*
Emotions
Humans
Negotiating* / psychology