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Group Decision and Negotiation

, Volume 12, Issue 6, pp 537–566 | Cite as

Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations

  • Paul W. Paese
  • Ann Marie Schreiber
  • Adam W. Taylor
Article

Abstract

In the present research, the authors varied the presence versus absence of an honest disclosure in two-party negotiations. Confederates who posed as participants and followed a script carried out the disclosure manipulation. In Experiment 1, communication mode (face-to-face vs. telephone vs. electronic mail) was crossed with disclosure, and an interaction was observed. Specifically, the remote media (phone and e-mail) were found to induce competitive negotiation behavior, but only when there was no honest disclosure; that is, the honest disclosure suppressed the competitive behavior that was otherwise induced by the remote media. Experiment 2 replicated the e-mail condition of Experiment 1, with the only difference being that negotiators were anonymous to one another. Despite the anonymity, the honest disclosure continued to have the same cooperation-inducing effect. Implications of these results and future research directions are discussed.

communication media distributive negotiation electronic mail honesty 

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Copyright information

© Kluwer Academic Publishers 2003

Authors and Affiliations

  • Paul W. Paese
    • 1
  • Ann Marie Schreiber
    • 2
  • Adam W. Taylor
    • 2
  1. 1.Department of PsychologyUniversity of Missouri - St. LouisSt. LouisUSA
  2. 2.University of Missouri - St. LouisSt. LouisUSA

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