Reward structures and negotiation strategies: The use of deception in negotiation

Reward structures and negotiation strategies: The use of deception in negotiation

This present study investigated the effect of outcome interdependence on different types of deceptions – mutually beneficial and self-interested deception, in a negotiation context. 150 SMU students were recruited to engage in a negotiation task and were randomly assigned to either a high outcome in...

Full description

Saved in:
Bibliographic Details
Main Author: LIM, Jermaine Pin Xiu
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2021
Subjects:
Deception
mutually beneficial deception
self-interested
outcome interdependence
negotiation
Social Psychology
Social Psychology and Interaction
Online Access:https://ink.library.smu.edu.sg/etd_coll/379
https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=1376&context=etd_coll
Tags: Add Tag
No Tags, Be the first to tag this record!
Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/etd_coll/379
https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=1376&context=etd_coll

Similar Items