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Related Experiment Video

Updated: Aug 30, 2025

An Experimental Analysis of Children's Ability to Provide a False Report about a Crime

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Published on: May 3, 2016

Deception in negotiations: Insights and opportunities.

Joseph P Gaspar¹, Redona Methasani², Maurice E Schweitzer³

¹School of Business, Quinnipiac University, 275 Mt. Carmel Ave, Hamden, CT, 06518, USA.

Current Opinion in Psychology

|August 27, 2022

Summary

Deception significantly impacts negotiations, but current research methods are limited. Future studies should explore new approaches to understand deception

Keywords:

Deception Ethics Lying Negotiations Paltering Trust Unethical Behavior

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Area of Science:

Negotiation research
Social psychology
Behavioral economics

Background:

Deception is a pervasive element in negotiation dynamics.
Existing research on deception in negotiations is extensive but relies on limited experimental paradigms.

Purpose of the Study:

To review and integrate recent theoretical and empirical research on deception in negotiations.
To critique the limitations of dominant experimental paradigms in studying negotiation deception.
To propose future research directions for a more comprehensive understanding of deception in negotiations.

Main Methods:

Integrative literature review of recent theoretical and empirical scholarship on deception in negotiations.
Critical analysis of dominant experimental paradigms used in negotiation deception research.

Main Results:

Current experimental paradigms inadequately capture the complexities of deception in real-world negotiations.
The review highlights a gap in understanding the influence of relationships, reputations, emotions, and experience on deception.

Conclusions:

There is a critical need for novel research paradigms to study deception in negotiations.
Future research should investigate practical strategies to mitigate the risks associated with negotiator deception.
Expanding research to include relational and experiential factors will enhance understanding of negotiation deception.