FIFTY SHADES OF DECEPTION: CHARACTERISTICS AND CONSEQUENCES OF LYING IN NEGOTIATIONS

Deception pervades our social interactions and can profoundly shape our relational and economic outcomes. This is particularly true in negotiations. We review the extant literature investigating deception in negotiation, challenge prevailing assumptions in this literature, and call for future work to fill fundamental gaps in our understanding of how deception influences intrapersonal, interpersonal, and economic outcomes. Specifically, we challenge empirical and theoretical investigations that have conceptualized deception as an unethical, dichotomous construct (e.g., honest or deceptive) and have studied deception as informational, lies of commission in single-shot experiments with unfamiliar counterparts. We highlight the importance of characterizing deception as a multidimensional construct, and we focus on three dimensions of deception: intentionality (self-interested or prosocial), content (informational or emotional), and activity (omission, commission, or paltering). We introduce the Deception Consequence Model (DCM) to offer a framework and foundation for future research.