search query: @indexterm Negotiation / total: 621
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| Author: | Fulmer, I.S. Barry, B. Long, D.A. |
| Title: | Lying and smiling: informational and emotional deception in negotiation |
| Journal: | Journal of Business Ethics
2009 : SEP II, VOL. 88:4, p. 691-709 |
| Index terms: | communication emotions information negotiation |
| Freeterms: | tactics |
| Language: | eng |
| Abstract: | This study deals with attitudes toward the use of deception (henceforth as: dcptn.) in negotiation, focusing particularly on the distinction btw. dcptn. about the informational elements of the interaction (e.g. lying or misrepresenting of needs/preferences) and dcptn. about emotional elements. It is examined how individuals judge the relative ethical appropriateness of these alternative forms of dcptn., and how these judgments are related to negotiator performance and long-run reputation. Emotionally misleading tactics is seen as more ethically appropriate to use in negotiation than informational dcptn. Approval of dcptn. predicted negotiator performance in a negotiation simulation, and also general reputation as a negotiator. Yet, the nature of these relationships depend on the kind of dcptn. in question. |
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