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Loose with the Truth: Predicting Deception in Negotiation · Study

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ArticleLoose with the Truth: Predicting Deception in Negotiation

Mara Olekalns2007

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Articlegreen2007

Loose with the Truth: Predicting Deception in Negotiation

Mara Olekalns · Philip Leigh Smith

122 citations·0/0 files stored·Journal of Business Ethics

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Conflict Management and Negotiation Ethics in Business and Education Deception detection and forensic psychology

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References

1995AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.2004Handbook of social psychology 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model 1998Trust And Distrust: New Relationships and Realities 1998Initial Trust Formation in New Organizational Relationships 1992The four elementary forms of sociality: Framework for a unified theory of social relations.1994Trust and commitment in the United States and Japan

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2008Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiationarticle · 25 shared references 2008Lying and Smiling: Informational and Emotional Deception in Negotiationchapter · 10 shared references 2008When Better Is Worse: Envy and the Use of Deceptionarticle · 9 shared references 2016Negotiationarticle · 9 shared references 2014Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deceptionarticle · 8 shared references 2007Research on trust: a bibliography and brief bibliometric analysis of the special issue submissionsarticle · 8 shared references

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Year2007

Typearticle

Published2007-02-19

VenueJournal of Business Ethics

ISSN-L0167-4544

Languageen

Citations122

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1007/s10551-006-9279-y

openalex_workW1997706228

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