Deception in negotiations: Insights and opportunities

Deception pervades negotiations and shapes both the negotiation process and outcomes. In this article, we review recent scholarship investigating deception in negotiations. We offer an integrative review of recent theoretical and empirical research, and we argue that the dominant experimental paradigms that scholars have used to study deception have limited our understanding of deception in negotiations. We call for future work to develop new paradigms to investigate the role of relationships, reputations, emotions, and negotiation experience. We also call for future work to expand our understanding of practical prescriptions to curtail a negotiator's risk of being deceived.