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 investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...

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...

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...