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Lying and Smiling: Informational and Emotional Deception in Negotiation · Study

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ChapterLying and Smiling: Informational and Emotional Deception in Negotiation

Ingrid Smithey Fulmer2008

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Chaptergreen2008

Lying and Smiling: Informational and Emotional Deception in Negotiation

Ingrid Smithey Fulmer · Bruce Barry

128 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

1991The theory of planned behavior 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research 1985From Intentions to Actions: A Theory of Planned Behavior 1980A circumplex model of affect.1955Construct validity in psychological tests.1999Evaluating the use of exploratory factor analysis in psychological research.1965A Rationale and Test for the Number of Factors in Factor Analysis

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2015Performance implications of industry appropriability for manufacturing SMEs 2021The language of integrative collective bargaining

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2021A Lie Is a Lie: The Ethics of Lying in Business Negotiationsarticle · 14 shared references 2013The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deceptionarticle · 13 shared references 2008When Better Is Worse: Envy and the Use of Deceptionarticle · 12 shared references 2007Anger in social conflict: Cross-situational comparisons and suggestions for the futurearticle · 11 shared references 2006Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.article · 10 shared references 2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.article · 10 shared references

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Year2008

Typechapter

Published2008-10-20

VenueJournal of Business Ethics

ISSN-L0167-4544

Languageen

Citations128

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1007/s10551-008-9975-x

openalex_workW2166480422

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