Deal-making negotiations can be characterized as social exchanges in which individuals trade both tangible resources such as goods and information, and intangible resources such as favors and esteem. Representing negotiations in this way highlights both the implicit obligation for recipients to...

Using a simulated, two-party negotiation, we examined how trustworthiness and power balance affected deception. To trigger deception, we used an issue that had no value for one of the two parties. We found that deception was lower when the other party was perceived as reliable, predictable or as...