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Loose with the Truth: Predicting Deception in Negotiation

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  • Mara Olekalns
  • Philip Smith

Abstract

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Suggested Citation

  • Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
    • Handle: RePEc:kap:jbuset:v:76:y:2007:i:2:p:225-238
    DOI: 10.1007/s10551-006-9279-y
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    References listed on IDEAS

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    1. Gregory Dees, J. & Cramton, Peter C., 1991. "Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality In Practice," Business Ethics Quarterly, Cambridge University Press, vol. 1(2), pages 135-167, April.
    2. De Dreu, Carsten K. W. & Boles, Terry L., 1998. "Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics, , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(3), pages 253-276, December.
    3. Thomas M. Jones & Lori Verstegen Ryan, 1997. "The Link Between Ethical Judgment and Action in Organizations: A Moral Approbation Approach," Organization Science, INFORMS, vol. 8(6), pages 663-680, December.
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    Citations

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    Cited by:

    1. Claude Alavoine & Claudine Batazzi, 2014. "Nature And Exchange Of Information In Intercultural Business Negotiations," Working Papers 2014-266, Department of Research, Ipag Business School.
    2. Claude Alavoine, 2014. "Ethics in Negotiations: The Confrontation between Representation and Practices," Working Papers 2014-272, Department of Research, Ipag Business School.
    3. Kouchaki, Maryam & Kray, Laura J., 2018. "“I won't let you down:” Personal ethical lapses arising from women’s advocating for others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 147-157.
    4. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
    5. Anthony M. Gould & Jean‐Etienne Joullié & Kate Gould, 2024. "First things first: Unselfconscious corporate virtuosity and corporate performance," Business Strategy and the Environment, Wiley Blackwell, vol. 33(2), pages 692-706, February.
    6. Mislin, Alexandra A. & Campagna, Rachel L. & Bottom, William P., 2011. "After the deal: Talk, trust building and the implementation of negotiated agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 55-68, May.
    7. Shirako, Aiwa & Kilduff, Gavin J. & Kray, Laura J., 2015. "Is there a place for sympathy in negotiation? Finding strength in weakness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 95-109.
    8. Minson, Julia A. & VanEpps, Eric M. & Yip, Jeremy A. & Schweitzer, Maurice E., 2018. "Eliciting the truth, the whole truth, and nothing but the truth: The effect of question phrasing on deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 76-93.
    9. Mara Olekalns & Carol Kulik & Lin Chew, 2014. "Sweet Little Lies: Social Context and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 120(1), pages 13-26, March.
    10. Mara Olekalns & Christopher Horan & Philip Smith, 2014. "Maybe It’s Right, Maybe It’s Wrong: Structural and Social Determinants of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 122(1), pages 89-102, June.
    11. Leib, Margarita & Schweitzer, Maurice, 2020. "Peer Behavior Profoundly Influences Dishonesty: Will Individuals Seek-out Information about Peers’ Dishonesty?," OSF Preprints 3pwcg, Center for Open Science.
    12. SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
    13. Claude Alavoine, 2014. "Unethical Practices in Negotiations. The Confrontation between Internal and External Factors," Working Papers 2014-223, Department of Research, Ipag Business School.
    14. Katja Woelfl & Lutz Kaufmann & Craig R. Carter, 2023. "In the eye of the beholder: A configurational exploration of perceived deceptive supplier behavior in negotiations," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(2), pages 33-61, April.
    15. Joseph P. Gaspar & Redona Methasani & Maurice E. Schweitzer, 2022. "Emotional Intelligence and Deception: A Theoretical Model and Propositions," Journal of Business Ethics, Springer, vol. 177(3), pages 567-584, May.
    16. Jaime Ramirez-Fernandez & Jimena Y. Ramirez-Marin & Lourdes Munduate, 2018. "I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers," Group Decision and Negotiation, Springer, vol. 27(1), pages 85-105, February.
    17. Hillie Aaldering & Alfred Zerres & Wolfgang Steinel, 2020. "Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement," Group Decision and Negotiation, Springer, vol. 29(5), pages 969-991, October.
    18. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    19. Penelope Muzanenhamo & Rashedur Chowdhury, 2023. "A Critique of Vanishing Voice in Noncooperative Spaces: The Perspective of an Aspirant Black Female Intellectual Activist," Journal of Business Ethics, Springer, vol. 183(1), pages 15-29, February.
    20. Joseph P. Gaspar & Maurice E. Schweitzer, 2021. "Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations," Journal of Business Ethics, Springer, vol. 171(1), pages 139-155, June.
    21. Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.
    22. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
    23. Ilkka Leppänen & Raimo P. Hämäläinen & Esa Saarinen & Mikko Viinikainen, 2018. "Intrapersonal Emotional Responses to the Inquiry and Advocacy Modes of Interaction: A Psychophysiological Study," Group Decision and Negotiation, Springer, vol. 27(6), pages 933-948, December.

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