Faking feelings: Emotional deception in negotiation

Emotional deception - the intentional misrepresentation of emotions - is pervasive in negotiations and everyday interactions. In this article, we review and extend theory and research on emotional deception in negotiations. We argue that emotional deception is a distinct form of deception with important economic, relational, and psychological consequences for both deceivers and their targets. Specifically, we define emotional deception, examine how it is perceived , and review its antecedents and consequences. We conclude by identifying promising directions for future research on emotional deception.