In two experiments we investigated the relation between power and deception in ultimatum bargaining. Results showed that recipients of an ultimatum used deception to obtain better offers and that more recipients did so in a low power position. Further analyses showed that the recipient's use of...

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...

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...

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...

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...

Prior research on negotiation and especially ultimatum bargaining has shown that fear of rejection may induce bargainers make high offers. In the current study we show that there is a limit to the beneficial effects of making high offers and that becoming to generous may backfire. participants...