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...
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| Format: | text |
| Language: | English |
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Institutional Knowledge at Singapore Management University
2021
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| Subjects: | |
| 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 |
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| Institution: | Singapore Management University |
| Language: | English |