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Faking feelings: Emotional deception in negotiation
Joseph P Gaspar1, Redona Methasani2, McKenzie Rees3
1School of Business, Quinnipiac University, 275 Mt. Carmel Ave, Hamden, CT, 06518, USA.
Current Opinion in Psychology
|August 3, 2026
Summary
Emotional deception, the intentional misrepresentation of emotions, is common in negotiations and daily life. This review explores its definition, perception, causes, and effects, highlighting its significant consequences.
Area of Science:
- Social Psychology
- Negotiation Research
- Behavioral Economics
Background:
- Emotional deception, the intentional misrepresentation of emotions, is a prevalent behavior in social interactions and negotiations.
- Understanding the nuances of emotional deception is crucial for analyzing interpersonal dynamics and outcomes.
Purpose of the Study:
- To review and extend existing theory and research on emotional deception specifically within the context of negotiations.
- To define emotional deception, explore its perception, and analyze its antecedents and consequences.
Main Methods:
- Literature review and theoretical extension.
- Synthesis of existing empirical research on emotional deception in negotiations.
Main Results:
- Emotional deception is identified as a distinct form of deception with significant economic, relational, and psychological impacts.
- The review examines how emotional deception is perceived by targets and explores its various causes and effects.
Conclusions:
- Emotional deception has multifaceted consequences for both individuals engaging in deception and those targeted by it.
- Future research should explore novel avenues to further understand the complexities and implications of emotional deception.
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