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Willing and able? : trust, affect and power balance as predictors of deception in negotiation
Olekalns, Mara (contributor); Smith, Philip L. (contributor) - 2007
Persistent link: https://www.econbiz.de/10003477139
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Reventing betrayal and promoting trust : a social exchange analysis of strategic focus in negotiation
Olekalns, Mara (contributor); Smith, Philip L. (contributor) - 2007
Persistent link: https://www.econbiz.de/10003477147
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Trust and truth
Ellingsen, Tore; Johannesson, Magnus; Lilja, Jannie; … - In: The economic journal : the journal of the Royal … 119 (2009), pp. 252-276
Persistent link: https://www.econbiz.de/10003805272
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Trust and truth
Ellingsen, Tore; Johannesson, Magnus; Lilja, Jannie; … - 2007
In a laboratory experiment, we create relationships between pairs of anonymous subjects through a Prisoners' dilemma … communication. Communication substantially increases bargaining efficiency among subjects who cooperated in the Prisoners' dilemma …, even when the rewards and punishments are unobservable. -- Bargaining ; Communication ; Honesty ; Trust ; Strong …
Persistent link: https://www.econbiz.de/10003476337
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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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Social distance, trust and getting "hooked" : a phishing expedition
Martin, Sean R.; Lee, Julia J.; Parmar, Bidhan Lalit - In: Organizational behavior and human decision processes : … 166 (2021), pp. 39-48
Persistent link: https://www.econbiz.de/10013258595
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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Reciprocity in financial decision making : intuitive and analytical mind-reading strategies
Iannello, Paola; Antonietti, Alessandro - In: International review of economics : journal of civil economy 55 (2008) 1/2, pp. 167-184
Persistent link: https://www.econbiz.de/10003713786
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What ethics can learn from experimental economics : if anything
Güth, Werner (contributor); Kliemt, Hartmut (contributor) - 2008
Relying on the specific example of ultimatum bargaining experiments this paper explores the possible role of empirical knowledge of behavioural "norm(ative) factsʺ within the search for an inter-personal (W)RE - (Wide) Reflective Equilibrium on normative issues. Assuming that pro-social...
Persistent link: https://www.econbiz.de/10003765988
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Cultural norms and identity in coordination games
Peryman, Jo Laban; Kelsey, David - 2015
Persistent link: https://www.econbiz.de/10011327724