Olekalns, Mara; Horan, Christopher; Smith, Philip - In: Journal of Business Ethics 122 (2014) 1, pp. 89-102
deception, we used a simulated two-party negotiation to test how three contextual variables—regulatory focus, power, and … emerged from our analyses. First, low power inhibited and high power activated deception. Second, promotion …-based trust influenced deception when negotiators experience fit between power and regulatory focus, whereas affect-based trust …