search query: @indexterm POWER / total: 583
reference: 32 / 583
| Author: | Olekalns, M. Smith, P. L. |
| Title: | Mutually dependent: power, trust, affect and the use of deception in negotiation |
| Journal: | Journal of Business Ethics
2009 : MAR III, VOL 85:3, p. 347-365 |
| Index terms: | negotiation power trust business ethics |
| Language: | eng |
| Abstract: | The purpose of the paper is to study the effect of trustworthiness and power balance on deceptive behavior in negotiations. A simulated two-party negotiation was used in the study. The results show that deception was increased by high levels of cognitive trust, but in turn, high affective trust decreased it. Negative emotions in low dependence relationships with low trust increased the likelihood of deception. Positive emotions in high dependence relationships decreased the likelihood of deception. These findings are in line with previous research, indicating that the probability of deceptive behavior increases when concerns about exploitation arise. |
SCIMA