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Deceptive Negotiating

Recent psychological research on deception has focused on environmental cues—features of the physical and temporal environment (e.g., money, mirrors) that can influence an individual's decision to deceive. Although research on the social situation of negotiation has examined numerous reasons why negotiators deceive, it has not often explored the role of environmental cues. The current paper seeks to motivate greater attention to environmental cues in the literature on deception in negotiation. After synthesizing the psychological evidence on environmental cues and deception in individual decision-making situations, I translate that evidence for the social decision-making situation of negotiation and the more general set of social decision-making situations in organizations (using mergers and acquisitions as an example). Ultimately, theoretical overlap between the deception and negotiation literatures leads me to conclude that environmental cues could have an even greater influence on deception in social decision-making situations, suggesting that scholars of negotiation and several other management topics would benefit by considering the surrounding physical and temporal environment.


by Brian Gunia

Received September 23, 2016. Revision received July 22, 2017. Accepted July 25, 2017.

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