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Journal of Business Ethics

, Volume 88, Issue 4, pp 691–709 | Cite as

Lying and Smiling: Informational and Emotional Deception in Negotiation

  • Ingrid Smithey FulmerEmail author
  • Bruce Barry
  • D. Adam Long
Article

Abstract

This study investigated attitudes toward the use of deception in negotiation, with particular attention to the distinction between deception regarding the informational elements of the interaction (e.g., lying about or misrepresenting needs or preferences) and deception about emotional elements (e.g., misrepresenting one’s emotional state). We examined how individuals judge the relative ethical appropriateness of these alternative forms of deception, and how these judgments relate to negotiator performance and long-run reputation. Individuals viewed emotionally misleading tactics as more ethically appropriate to use in negotiation than informational deception. Approval of deception predicted negotiator performance in a negotiation simulation and also general reputation as a negotiator, but the nature of these relationships depended on the kind of deception involved.

Keywords

deception negotiation negotiation tactics emotion in negotiation attitudes toward deception 

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Copyright information

© Springer Science+Business Media B.V. 2008

Authors and Affiliations

  • Ingrid Smithey Fulmer
    • 1
    Email author
  • Bruce Barry
    • 2
  • D. Adam Long
    • 3
  1. 1.College of Management, Georgia Institute of TechnologyAtlantaU.S.A.
  2. 2.Owen Graduate School of Management, Vanderbilt UniversityNashvilleU.S.A.
  3. 3.Gordian Health Solutions, Inc.,FranklinU.S.A.

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