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

• 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
• Institution: Singapore Management University

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...