Fifty Shades of Deception: Characteristics and Consequences of Lying in Negotiations

Gaspar, Joseph P.; Methasani, Redona; Schweitzer, Maurice E.

doi:10.5465/amp.2017.0047

Cited by 27 publications

(24 citation statements)

References 96 publications

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“…Regarding deception, the results indicate little conversational honesty (cf. Gaspar et al 2019). Although the parties did not resort to force and aggression to agree, the sellers simply lied to buyers to reach a favorable outcome-another type of immoral behavior.…”

Section: P2p Online Negotiations In the Online Used Car Marketmentioning

confidence: 99%

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

et al. 2022

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Online peer-to-peer (P2P) sales of used and or high-value goods are gaining more and more relevance today. However, since potential buyers cannot physically examine the product quality during online sales, information asymmetries and consequently uncertainty and mistrust that already exist in offline sales are exacerbated in online markets. Authenticated data platforms have been proposed to solve these problems by providing authenticated data about the negotiation object, integrating it into text-based channels secured by IT. Yet, we know little about the dynamics of online negotiations today and the impact of the introduction of authenticated data on online negotiation behaviors. We address this research gap based on two experimental studies along with the example of online used car trade. We analyze users’ communicative and strategic actions in current P2P chat-based negotiations and examine how the introduction of authenticated data affects these behaviors using a conceptional model derived from literature. Our results show that authenticated data can promote less complex negotiation processes and more honest communication behavior between buyers and sellers. Further, the results indicate that chats with the availability of authenticated data can positively impact markets with information asymmetries. These insights provide valuable contributions for academics interested in the dynamics of online negotiations and the effects of authenticated data in text-based online negotiations. In addition, providers of trade platforms who aim to advance their P2P sales platforms benefit by achieving a competitive advantage and a higher number of customers.

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Section: P2p Online Negotiations In the Online Used Car Marketmentioning

confidence: 99%

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

et al. 2022

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“…I either didn't give all the pertinent facts, or I displayed non-verbal cues or other means that led another to a false conclusion". The purpose of having the three categories is to try to tweak out various forms of deception (Carson, 2001;Gaspar et al, 2019). Sometimes, one deceives by making a false statement, so one distinction is whether that is premeditated (Type 1 in our scale) or not premeditated (Type 2 in our scale).…”

Section: Administering the Exercisementioning

confidence: 99%

“…Deception occurs when an individual makes statements and/or engages in behaviors which intentionally mislead another party (Gaspar et al, 2019). The definition implies that deception can be informational (e.g., telling a lie) or emotional (e.g., acting angry to achieve a desired reaction from the other party when one is in fact not angry), and that the object is always to intentionally mislead.…”

Section: Introductionmentioning

confidence: 99%

“…Additionally, do students recognize that deception includes much more than simply lying? There are many aspects of being deceptive, including such factors as intentionality (being deceptive for the benefit of the self or for the benefit of society), the type of deceptive content (deceptive information, the use of deceptive emotions), and the type of activity (a deceptive act of omission, commission, or to act/talk insincerely or misleadingly) (Carson, 2001;Gaspar et al, 2019).…”

Section: Introductionmentioning

confidence: 99%

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Business School Student Deception: Tracking and Learning from Actual Behavior

Castleberry

Coleman

2021

GRHE

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Business educators’ mission is to help students develop knowledge, attitudes, behaviors, and skills that will help them be successful once they graduate. This is certainly true of ethical issues, including the use of deception. This study reports on an assignment that can increase students’ awareness of their own capacity for deceptiveness, self-reflection on what this means for them and the greater business world, and awareness of the different types of deceptiveness that can and do occur. Data is provided from 239 undergraduate/graduate students at two universities on three campuses who completed a five-day deception measurement exercise. Students measured and categorized their deception behavior and reflected upon the results. Results suggest the objectives were met regardless of school location, method of classroom delivery, level of instruction, or whether the assignment was mandatory or not. The fact that this exercise has been used at multiple universities under almost every class modality suggests it can be successfully replicated at other universities for many courses.

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“…Although this is the definition used here it is not the only accepted definition. Indeed there are hundreds of articles and books which attempt to define lying (Carson, 1988;Gaspar et al, 2019;Jenkins & Delbridge, 2017;Jones, 1986). One very interesting scholarly article on "lying in everyday life" gives examples of different categories of lies (See appendix 3, taken from DePaulo et al, 1996).…”

Section: What Is Lying and What Do I Mean By The Word Lying?mentioning

confidence: 99%

To tell the truth sometimes it pays to lie

2020

JALT

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Thou shalt not lie. Kant famously said one must always tell the truth. Even with a murderer at the door one cannot lie. Probably no one else holds this extreme view. There are times a lie is appropriate, ethical. When might it be permissible to lie? Are there times when it might be not only OK to lie but be appropriate to lie? But others remind us that a business cannot succeed in the long run by lying, In education we help people learn how to make effective and ethical choices. Specific examples and minicases related to these issues help get classroom or online conversations started. Question are discussed, usually in dyads. The discussion does not end here. Our classroom experiences and feedback from students convinces us: to tell the truth, sometimes it pays to lie.

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Fifty Shades of Deception: Characteristics and Consequences of Lying in Negotiations

Cited by 27 publications

References 96 publications

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

Promoting Less Complex and More Honest Price Negotiations in the Online Used Car Market with Authenticated Data

Business School Student Deception: Tracking and Learning from Actual Behavior

To tell the truth sometimes it pays to lie

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