Deception in Negotiations: Making People More Honest with a Two-Factor Approach
Author
Abstract
Suggested Citation
DOI: 10.1007/s10726-024-09901-0
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Michèle Belot & Jeroen Ven, 2017.
"How private is private information? The ability to spot deception in an economic game,"
Experimental Economics, Springer;Economic Science Association, vol. 20(1), pages 19-43, March.
- Belot, Michele & van de Ven, Jeroen, 2013. "How private is private information? The ability to spot deception in an economic game," SIRE Discussion Papers 2013-111, Scottish Institute for Research in Economics (SIRE).
- Michele Belot & Jeroen van de Ven, 2013. "How private is private information? The ability to spot deception in an economic game," Edinburgh School of Economics Discussion Paper Series 237, Edinburgh School of Economics, University of Edinburgh.
- Chandrashekaran, Rajesh & Grewal, Dhruv, 2006. "Anchoring effects of advertised reference price and sale price: The moderating role of saving presentation format," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1063-1071, October.
- Sheharyar Bokhari & David Geltner, 2011. "Loss Aversion and Anchoring in Commercial Real Estate Pricing: Empirical Evidence and Price Index Implications," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 39(4), pages 635-670, December.
- Strudler, Alan, 1995. "On the Ethics of Deception in Negotiation," Business Ethics Quarterly, Cambridge University Press, vol. 5(4), pages 805-822, October.
- 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.
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.- Ivan Balbuzanov, 2019. "Lies and consequences," International Journal of Game Theory, Springer;Game Theory Society, vol. 48(4), pages 1203-1240, December.
- Kouchaki, Maryam & Kray, Laura J., 2018. "“I won't let you down:” Personal ethical lapses arising from women’s advocating for others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 147-157.
- Patrick Krieger & Carsten Lausberg, 2021. "Entscheidungen, Entscheidungsfindung und Entscheidungsunterstützung in der Immobilienwirtschaft: Eine systematische Literaturübersicht [Decisions, decision-making and decisions support systems in r," Zeitschrift für Immobilienökonomie (German Journal of Real Estate Research), Springer;Gesellschaft für Immobilienwirtschaftliche Forschung e. V., vol. 7(1), pages 1-33, April.
- Akshita Singh & Shailendra Kumar & Utkarsh Goel & Amar Johri, 2023. "Behavioural biases in real estate investment: a literature review and future research agenda," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-17, December.
- 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.
- Sivan Frenkel & Yuval Heller & Roee Teper, 2018.
"The Endowment Effect As Blessing,"
International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 59(3), pages 1159-1186, August.
- Sivan Frenkel & Yuval Heller & Roee Teper, 2017. "The Endowment Effect as a Blessing," Working Papers 2017-06, Bar-Ilan University, Department of Economics.
- Dwenger, Nadja & Lohse, Tim, 2019. "Do individuals successfully cover up their lies? Evidence from a compliance experiment," Journal of Economic Psychology, Elsevier, vol. 71(C), pages 74-87.
- Jack Corgel & Crocker Liu & Robert White, 2015. "Determinants of Hotel Property Prices," The Journal of Real Estate Finance and Economics, Springer, vol. 51(3), pages 415-439, October.
- Kathryn Graddy & Lara Loewenstein & Jianping Mei & Mike Moses & Rachel A. J. Pownall, 2023.
"Empirical evidence of anchoring and loss aversion from art auctions,"
Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 47(2), pages 279-301, June.
- Kathryn Graddy & Lara Loewenstein & Jianping Mei & Mike Moses & Rachel Pownall, 2014. "Empirical Evidence of Anchoring and Loss Aversion from Art Auctions," Working Papers 73, Brandeis University, Department of Economics and International Business School, revised Apr 2015.
- de Koning, Koen & Filatova, Tatiana & Bin, Okmyung, 2017. "Bridging the Gap Between Revealed and Stated Preferences in Flood-prone Housing Markets," Ecological Economics, Elsevier, vol. 136(C), pages 1-13.
- Dorinth van Dijk & Marc Francke & Yumei Wang, 2025. "The Dynamic Relationship between Delinquency Rates, Funding and Market Liquidity and Asset Prices in Private Commercial Real Estate Markets," Working Papers 835, DNB.
- 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.
- Kukla-Gryz Anna & Zagórska Katarzyna, 2017. "The effects of individual internal versus external reference prices on consumer decisions for pay-what-you-want payments," Central European Economic Journal, Sciendo, vol. 4(51), pages 1-17, December.
- Marko Pitesa & Stefan Thau, 2013. "Compliant sinners, obstinate saints: How power and self-focus determine the effectiveness of social influences in ethical decision making," Post-Print hal-00814614, HAL.
- repec:osf:osfxxx:3pwcg_v1 is not listed on IDEAS
- Feng, Lei & Zhang, Minghui & Li, Yixin & Jiang, Yan, 2020. "Satisfaction principle or efficiency principle? Decision-making behavior of peasant households in China’s rural land market," Land Use Policy, Elsevier, vol. 99(C).
- Darren K. Hayunga & R. Kelley Pace, 2017. "List Prices in the US Housing Market," The Journal of Real Estate Finance and Economics, Springer, vol. 55(2), pages 155-184, August.
- Richard Whittle & Thomas Davies & Matthew Gobey & John Simister, 2014. "Behavioural Economics and House Prices: A Literature Review," Business and Management Horizons, Macrothink Institute, vol. 2(2), pages 15-28, December.
- Meng, Charlotte C., 2023. "The price paid: Heuristic thinking and biased reference points in the housing market," Journal of Urban Economics, Elsevier, vol. 134(C).
- Mao, Zhixin & Duan, Yongrui & Liu, Wenxia, 2023. "Consumers’ choice of private label considering reference price and moderating effect," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
- Diao, Mi & Fan, Yi & Sing, Tien Foo, 2021. "Rational pricing responses of developers to supply shocks: Evidence from Singapore," Journal of Economic Behavior & Organization, Elsevier, vol. 190(C), pages 802-815.
More about this item
Keywords
Negotiation; Deception; Deception in negotiations; Deception deterrence; Dematerialized negotiations; Online negotiation;All these keywords.
Statistics
Access and download statisticsCorrections
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:spr:grdene:v:33:y:2024:i:6:d:10.1007_s10726-024-09901-0. 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.