Deception in negotiations: Insights and opportunities

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.