Deception and its effects on negotiation outcomes

Autor:	Jeff Schatten
Rok vydání:	2017
Předmět:	Negotiation Politics Distributive property media_common.quotation_subject Emotional intelligence education General Medicine Deception Psychology Social psychology media_common
Zdroj:	Academy of Management Proceedings. 2017:17798
ISSN:	2151-6561 0065-0668
DOI:	10.5465/ambpp.2017.17798abstract
Popis:	In this essay, I use leakage theory to suggest the case that negotiation outcomes are impacted by principal use of deception and that these effects are moderated by emotional intelligence and political skill. Also, I argue that deception is positively related to distributive outcomes but negatively related to integrative outcomes. I test my hypotheses with a negotiation experiment. While the main effects could not be supported, I was able to find moderating effects of emotional intelligence and political skill.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::fdaabc0dbb607ea4e23abacc1d830eae https://doi.org/10.5465/ambpp.2017.17798abstract Zobrazit plný text záznamu