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Sweet little lies : social context and the use of deception in negotiation
Olekalns, Mara; Kulik, Carol T.; Chew, Lin - In: Journal of business ethics : JOBE 120 (2014) 1, pp. 13-26
Persistent link: https://www.econbiz.de/10010355854
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Confident and cunning : negotiator self-efficacy promotes deception in negotiations
Gaspar, Joseph P.; Schweitzer, Maurice E. - In: Journal of business ethics : JBE 171 (2021) 1, pp. 139-155
Persistent link: https://www.econbiz.de/10012546638
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Deception in negotiations
Schweitzer, Maurice E. - In: Wharton on making decisions, (pp. 187-200). 2001
Persistent link: https://www.econbiz.de/10001686630
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Dependency and Deception in Ultimatum Bargaining
Koning, Lukas; Steinel, Wolfgang; van Beest, Ilja; van … - 2008
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...
Persistent link: https://www.econbiz.de/10014220740
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Emotional deception in negotiation
Kang, Polly; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 173 (2022), pp. 1-15
Persistent link: https://www.econbiz.de/10013535645
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Deceitful when insecure : the effect of self-efficacy beliefs on the use of deception in negotiations
Sobral, Filipe; Tavares, Gustavo Moreira; Furtado, Liliane - In: Business ethics, the environment & responsibility 32 (2023) 1, pp. 179-190
Persistent link: https://www.econbiz.de/10013471924
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BATNAs in negotiation : common errors and three kinds of "no"
Sebenius, James K. - 2017
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In … negotiation: a “tactical no,” a “re-set no” that permits away-from-the-table moves to favorably alter the underlying setup, and a …
Persistent link: https://www.econbiz.de/10011876589
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Limited foresight equilibrium
Rampal, Jeevant - In: Games and economic behavior 132 (2022), pp. 166-188
Persistent link: https://www.econbiz.de/10013337254
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An instrumental account of deception and reactions to deceit in bargaining
Koning, Lukas; Dijk, Eric van; Beest, Ilja van; … - In: Business ethics quarterly : the journal of the Society … 20 (2010) 1, pp. 57-73
Persistent link: https://www.econbiz.de/10003924767
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Leniency policies and illegal transactions
Buccirossi, Paolo; Spagnolo, Giancarlo - 2005 - First version: October 1999, Final version: September 8, 2005
We study the consequences of leniency - reduced legal sanctions for wrongdoers who spontaneously self-report to law enforcers - on sequential, bilateral, illegal transactions, such as corruption, manager-auditor collusion, or drug deals. It is known that leniency helps deterring illegal...
Persistent link: https://www.econbiz.de/10010366558