CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS

CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS

This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increas...

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Veröffentlicht in:The International journal of conflict management 1999-03, Vol.10 (3), p.225-248
Hauptverfasser: Schweitzer, Maurice E, Croson, Rachel
Format: Artikel
Sprache:eng
Schlagworte:
Conflict management
Deception
Ethics
Honesty
Hypotheses
Impact analysis
Investigations
Lying
Negotiations
Organizational behavior
Questionnaires
Questions
Right to know
Studies
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Zusammenfassung:This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increase the incidence of lies of commission. These findings highlight the importance of misrepresentation to the negotiation process and suggest approaches for contending with deception.
ISSN:1044-4068
1758-8545
DOI:10.1108/eb022825