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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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Effects of implicit negotiation beliefs and moral disengagement on negotiator attitudes and deceptive behavior
Tasa, Kevin; Bell, Chris M. - In: Journal of business ethics : JOBE 142 (2017) 1, pp. 169-183
Persistent link: https://www.econbiz.de/10011711665
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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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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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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 …, but offered more chips to the recipient instead. The results are discussed in terms of the instrumentality of deception …
Persistent link: https://www.econbiz.de/10014220740
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Getting to excess : psychological entitlement and negotiation attitudes
Neville, Lukas; Fisk, Glenda M. - In: Journal of business and psychology 34 (2019) 4, pp. 555-574
Persistent link: https://www.econbiz.de/10012060579
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Constituency norms facilitate unethical negotiation behavior through moral disengagement
Aaldering, Hillie; Zerres, Alfred; Steinel, Wolfgang - In: Group decision and negotiation 29 (2020) 5, pp. 969-991
Persistent link: https://www.econbiz.de/10012291100
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Factors affecting desire to negotiate again
Fleck, Denise; Volkema, Roger J.; Pereira, Sergio; … - In: Journal of managerial psychology 32 (2017) 1, pp. 16-29
Persistent link: https://www.econbiz.de/10011694596
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Lying and smiling : informational and emotional deception in negotiation
Fulmer, Ingrid Smithey; Barry, Bruce; Long, D. Adam - In: Journal of business ethics : JOBE 88 (2009) 4, pp. 691-709
Persistent link: https://www.econbiz.de/10003906310