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Negotiation Journal

, Volume 19, Issue 2, pp 117–131 | Cite as

The Illusion of Transparency in Negotiations

  • Leaf Van Boven
  • Thomas Gilovich
  • Victoria Husted Medvec
Article

Abstract

The authors examined whether negotiators are prone to an “illusion of transparency,” or the belief that their private thoughts and feelings are more discernible to their negotiation partners than they actually are. In Study One, negotiators who were trying to conceal their preferences thought that their preferences had “leaked out” more than they actually did. In Study Two, experienced negotiators who were trying to convey information about some of their preferences overestimated their partners' ability to discern them. The results of Study Three rule out the possibility that the findings are simply the result of the curse of knowledge, or the projection of one's own knowledge onto others. Discussion explores how the illusion of transparency might impede negotiators' success.

Keywords

Experienced Negotiator Negotiation Partner Private Thought 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Plenum Publishing Corporation 2003

Authors and Affiliations

  • Leaf Van Boven
    • 1
  • Thomas Gilovich
    • 2
  • Victoria Husted Medvec
    • 3
  1. 1.University of ColoradoBoulder, Boulder
  2. 2.Department of PsychologyCornell UniversityIthaca
  3. 3.Kellogg School of ManagementNorthwestern UniversityEvanston

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