IDEAS home Printed from https://ideas.repec.org/a/kap/jbuset/v120y2014i1p13-26.html
   My bibliography  Save this article

Sweet Little Lies: Social Context and the Use of Deception in Negotiation

Author

Listed:
  • Mara Olekalns
  • Carol Kulik
  • Lin Chew

Abstract

Social context shapes negotiators’ actions, including their willingness to act unethically. We use a simulated negotiation to test how three dimensions of social context—dyadic gender composition, negotiation strategy, and trust—interact to influence one micro-ethical decision, the use of deception. Deception in all-male dyads was relatively unaffected by trust or the other negotiator’s strategy. In mixed-sex dyads, negotiators consistently increased their use of deception when three forms of trust (identity, benevolent, deterrent) were low and opponents used an accommodating strategy. However, in all-female dyads, negotiators appeared to use multiple and shifting reference points in deciding when to deceive the other party. In these dyads, the use of deception increased when a competitive strategy combined with low benevolence-based trust or an accommodating strategy combined with high identity-based trust. Deception in all-female dyads decreased when a competitive strategy was used in the context of low deterrence-based trust. Copyright Springer Science+Business Media Dordrecht 2014

Suggested Citation

  • Mara Olekalns & Carol Kulik & Lin Chew, 2014. "Sweet Little Lies: Social Context and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 120(1), pages 13-26, March.
    • Handle: RePEc:kap:jbuset:v:120:y:2014:i:1:p:13-26
    DOI: 10.1007/s10551-013-1645-y
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1007/s10551-013-1645-y
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s10551-013-1645-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Gregory Dees, J. & Cramton, Peter C., 1991. "Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality In Practice," Business Ethics Quarterly, Cambridge University Press, vol. 1(2), pages 135-167, April.
    2. Li Ma & Judi McLean Parks, 2012. "Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics," Journal of Business Ethics, Springer, vol. 106(2), pages 161-175, March.
    3. Maurice Schweitzer & Donald Gibson, 2008. "Fairness, Feelings, and Ethical Decision- Making: Consequences of Violating Community Standards of Fairness," Journal of Business Ethics, Springer, vol. 77(3), pages 287-301, February.
    4. Miller, Luis & Ubeda, Paloma, 2012. "Are women more sensitive to the decision-making context?," Journal of Economic Behavior & Organization, Elsevier, vol. 83(1), pages 98-104.
    5. Matthias Sutter & Ronald Bosman & Martin Kocher & Frans Winden, 2009. "Gender pairing and bargaining—Beware the same sex!," Experimental Economics, Springer;Economic Science Association, vol. 12(3), pages 318-331, September.
    6. Rachel Croson & Uri Gneezy, 2009. "Gender Differences in Preferences," Journal of Economic Literature, American Economic Association, vol. 47(2), pages 448-474, June.
    7. Nicole Ruedy & Maurice Schweitzer, 2010. "In the Moment: The Effect of Mindfulness on Ethical Decision Making," Journal of Business Ethics, Springer, vol. 95(1), pages 73-87, September.
    8. Steinel, Wolfgang & Utz, Sonja & Koning, Lukas, 2010. "The good, the bad and the ugly thing to do when sharing information: Revealing, concealing and lying depend on social motivation, distribution and importance of information," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(2), pages 85-96, November.
    9. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
    10. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
    11. Allingham, Michael G. & Sandmo, Agnar, 1972. "Income tax evasion: a theoretical analysis," Journal of Public Economics, Elsevier, vol. 1(3-4), pages 323-338, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Hervé Laroche & Véronique Steyer & Christelle Théron, 2019. "How Could You be so Gullible? Scams and Over-Trust in Organizations," Journal of Business Ethics, Springer, vol. 160(3), pages 641-656, December.
    2. Joseph P. Gaspar & Redona Methasani & Maurice E. Schweitzer, 2022. "Emotional Intelligence and Deception: A Theoretical Model and Propositions," Journal of Business Ethics, Springer, vol. 177(3), pages 567-584, May.
    3. Hillie Aaldering & Alfred Zerres & Wolfgang Steinel, 2020. "Constituency Norms Facilitate Unethical Negotiation Behavior Through Moral Disengagement," Group Decision and Negotiation, Springer, vol. 29(5), pages 969-991, October.
    4. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
    5. Kang, Polly & Schweitzer, Maurice E., 2022. "Emotional Deception in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    6. Sherwood, Charles, 2022. "A lie is a lie: the ethics of lying in business negotiations," LSE Research Online Documents on Economics 113331, London School of Economics and Political Science, LSE Library.
    7. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    8. Nohe, Christoph & Hüffmeier, Joachim & Bürkner, Paul & Mazei, Jens & Sondern, Dominik & Runte, Antonia & Sieber, Franziska & Hertel, Guido, 2022. "Unethical choice in negotiations: A meta-analysis on gender differences and their moderators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    9. Joseph P. Gaspar & Maurice E. Schweitzer, 2021. "Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations," Journal of Business Ethics, Springer, vol. 171(1), pages 139-155, June.
    10. Kevin Tasa & Chris M. Bell, 2017. "Effects of Implicit Negotiation Beliefs and Moral Disengagement on Negotiator Attitudes and Deceptive Behavior," Journal of Business Ethics, Springer, vol. 142(1), pages 169-183, April.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
    2. Mara Olekalns & Christopher Horan & Philip Smith, 2014. "Maybe It’s Right, Maybe It’s Wrong: Structural and Social Determinants of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 122(1), pages 89-102, June.
    3. Joseph P. Gaspar & Maurice E. Schweitzer, 2021. "Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations," Journal of Business Ethics, Springer, vol. 171(1), pages 139-155, June.
    4. Joseph P. Gaspar & Redona Methasani & Maurice E. Schweitzer, 2022. "Emotional Intelligence and Deception: A Theoretical Model and Propositions," Journal of Business Ethics, Springer, vol. 177(3), pages 567-584, May.
    5. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    6. Friedrich Heinemann & Martin Kocher, 2013. "Tax compliance under tax regime changes," International Tax and Public Finance, Springer;International Institute of Public Finance, vol. 20(2), pages 225-246, April.
    7. Castillo, Marco & Petrie, Ragan & Torero, Maximo & Vesterlund, Lise, 2013. "Gender differences in bargaining outcomes: A field experiment on discrimination," Journal of Public Economics, Elsevier, vol. 99(C), pages 35-48.
    8. Shuwen Li & Xiangdong Qin & Daniel Houser, 2018. "Revisiting gender differences in ultimatum bargaining: experimental evidence from the US and China," Journal of the Economic Science Association, Springer;Economic Science Association, vol. 4(2), pages 180-190, December.
    9. Martin Abraham & Kerstin Lorek & Friedemann Richter & Matthias Wrede, 2017. "Collusive tax evasion and social norms," International Tax and Public Finance, Springer;International Institute of Public Finance, vol. 24(2), pages 179-197, April.
    10. Ismael Rodriguez-Lara, 2015. "An experimental study of gender differences in distributive justice," Cuadernos de Economía - Spanish Journal of Economics and Finance, Asociación Cuadernos de Economía, vol. 38(106), pages 27-36, Abril.
    11. Haucap, Justus & Heldman, Christina & Rau, Holger A., 2024. "Gender and cooperation in the presence of negative externalities," Games and Economic Behavior, Elsevier, vol. 147(C), pages 148-169.
    12. Hofmann, Eva & Voracek, Martin & Bock, Christine & Kirchler, Erich, 2017. "Tax compliance across sociodemographic categories: Meta-analyses of survey studies in 111 countries," Journal of Economic Psychology, Elsevier, vol. 62(C), pages 63-71.
    13. Brandts, Jordi & Garofalo, Orsola, 2012. "Gender pairings and accountability effects," Journal of Economic Behavior & Organization, Elsevier, vol. 83(1), pages 31-41.
    14. Sharma, Smriti, 2015. "Gender and distributional preferences: Experimental evidence from India," Journal of Economic Psychology, Elsevier, vol. 50(C), pages 113-123.
    15. Anne‐Sophie Bruno & Nathalie Greenan & Jeremy Tanguy, 2021. "Does the Gender Mix Influence Collective Bargaining on Gender Equality? Evidence from France," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 60(4), pages 479-520, October.
    16. Buckenmaier, Johannes & Dimant, Eugen & Mittone, Luigi, 2020. "Effects of institutional history and leniency on collusive corruption and tax evasion," Journal of Economic Behavior & Organization, Elsevier, vol. 175(C), pages 296-313.
    17. Perodaud, Maxime & Hanaki, Nobuyuki & Yamada, Takashi, 2022. "An experimental analysis of gender discrimination in a credence goods market," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 98(C).
    18. Subhasish M. Chowdhury & Joo Young Jeon, 2013. "Altruism, Anticipation, and Gender," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 13-06, School of Economics, University of East Anglia, Norwich, UK..
    19. Arleta Rasmußen, 2015. "Reporting behavior: a literature review of experimental studies," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 23(2), pages 283-311, June.
    20. Claude Alavoine, 2014. "Unethical Practices in Negotiations. The Confrontation between Internal and External Factors," Working Papers 2014-223, Department of Research, Ipag Business School.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jbuset:v:120:y:2014:i:1:p:13-26. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.