Research on information sharing in group decision-making has widely assumed a cooperative context and focused on the exchange of shared or unshared information in the hidden profile paradigm (Stasser & Titus, 1985, 1987), thereby neglecting the role of information importance. We argue that...

Deception is a common bargaining tactic that has also often been described as a form of unethical behavior. One reason why deception could be considered unethical is that it may evoke false expectations in others. In the current article we investigated false expectations that may be raised by...

The relation between social value orientation and the use of deception was studied in two experiments. Results showed that proself bargainers used deception mainly to increase their own outcomes. This was different for prosocial bargainers. Prosocial bargainers used deception often against...

In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

Similar diversity constellations have sometimes been found to aid and sometimes to hamper group processes and performance. Previous research has revealed that diversity can promote group functioning when perceived in terms of differences ("we're all different individuals") but disrupt group...

Social media, especially social network sites (SNS) such as Facebook have grown rapidly in popularity in the last ten years. [...]

Research on deception in negotiation has regularly emphasized the benefits of not disclosing personal information because others may take advantage of those who are honest. In the current study we show that this advice may backfire in distributive multiparty negotiations in which individuals...

How do parties in ongoing repeated negotiation relationships react to changing circumstances? We argue that situations that become more beneficial (i.e. offer potentially higher outcomes to both) can affect negotiatorsacute; relationships in two distinct ways. On the one hand, negotiators may see...

How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness...

Intergroup conflict presents a complicated situation, in which resolution success depends largely on representative negotiators' motivation to process large quantities of information. Four intergroup negotiation experiments demonstrate that such information processing motivation is shaped by the...