Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation (original) (raw)
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We examined whether gender differences in the perceived ease of being misled predict the likelihood of being deceived in distributive negotiations. Study 1 (N = 131) confirmed that female negotiators are perceived as more easily misled than male negotiators. This perception corresponded with perceptions of women's relatively low competence. Study 2 (N = 328) manipulated negotiator gender, competence and warmth and found that being perceived as easily misled via low competence affected expectations about the negotiating process, including less deception scrutiny among easily misled negotiators and lower ethical standards among their negotiating counterparts. This pattern held true regardless of buyer and seller gender. Study 3 (N = 298) examined whether patterns of deception in face-to-face negotiations were consistent with this gender stereotype. As expected, negotiators deceived women more so than men, thus leading women into more deals under false pretenses than men.
Deception in Negotiation: The Predicting Roles of Envy and Individual Differences
Anima Indonesian Psychological Journal, 2018
Negotiations as a cooperative process naturally also contain competition, particularly towards negotiating partners who induce envy. Three components of envy i.e. (i) pain due to inferiority which either manifests in (ii) benign envy to improve the envier performance, or (iii) malicious envy that contains hostility and intention to hurt the envied, may motivate deceptive negotiation strategies. Regardless of the role of envy, individual differences in trait self-control and trait mindfulness may also predict deception. In this cloud-based online experiment, participants (N = 804 students) completed self-reported measures of trait self-control and mindfulness, read an envy scenario on their academics failure compared to the envied classmate, then randomly received the envy conditions (benign vs. malicious), filled in measure of state envy, read the negotiation scenario, and filled in measure of deception. We found that (i) at correlational level, deception was positively associated with all envy components but negatively associated with both individual differences, (ii) at prediction level, malicious and pain of envy predicted more deception, (iii) after taking into account the envy role, only trait self-control predicted lower level of deception. These findings may help improve ethical practices in negotiation context. Negosiasi sebagai suatu proses kooperatif secara alamiah juga mengandung unsur kompetitif, terutama terhadap partner negosiasi yang membangkitkan perasaan iri dan dengki (envy). Tiga komponen envy yang mencakup (i) rasa sakit (pain of envy) akibat inferioritas, (ii) benign envy untuk meningkatkan performa diri, serta (iii) malicious envy yang mengandung permusuhan dan intensi menyakiti target envy dapat memicu strategi negosiasi yang bersifat memperdayai (deception). Terlepas dari peran envy, perbedaan individual berupa pengendalian diri (trait self-control) dan "sadar penuh-hadir utuh" (trait mindfulness) juga dapat memprediksi deception. Dalam eksperimen online berbasis cloud ini, partisipan (N = 804 mahasiswa) mengisi kuesioner trait self-control dan trait mindfulness, membaca skenario envy mengenai kegagalan akademiknya dibandingkan target envy, menerima perlakuan envy (benign vs. malicious) secara acak, mengisi skala state envy, membaca skenario negosiasi, lalu mengisi skala deception dalam negosiasi. Peneliti menemukan bahwa (i) pada level korelasional, deception berkorelasi positif dengan ketiga komponen envy namun berkorelasi negatif dengan kedua trait, (ii) pada level prediksi, malicious dan pain of envy memprediksi deception yang lebih tinggi, (iii) setelah mem-perhitungkan peran envy, hanya trait self-control yang memprediksi deception yang lebih rendah. Temuan ini diharapkan dapat mengawal etika dalam praktik negosiasi.