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Emotional Deception in Negotiation

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  • Kang, Polly
  • Schweitzer, Maurice E.

Abstract

We investigate perceptions of emotional deception and introduce a novel distinction between the Up-display of emotion (the fabricated and the exaggerated expression of emotions) and the Down-display of emotion (the suppression of felt emotions). Observers judge Down-displays of anger, sadness, and happiness as more ethical (less deceptive, less intentional, and less harmful) than commensurate Up-displays. We integrate these findings to build a unifying framework of perceptions of deception, the Deception Perception Model, to assert that perceptions of deception are influenced by Perceived Deception Intention, Deception Magnitude, Consequences of Deception, Contextual Norms of Deception, and Deception Discovery.

Suggested Citation

  • Kang, Polly & Schweitzer, Maurice E., 2022. "Emotional Deception in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    • Handle: RePEc:eee:jobhdp:v:173:y:2022:i:c:s0749597822000826
    DOI: 10.1016/j.obhdp.2022.104193
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    References listed on IDEAS

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