An Instrumental Account of Deception and Reactions to Deceit in Bargaining

Lukas Koning, Eric van Dijk, Ilja van Beest and Wolfgang Steinel

Business Ethics Quarterly, 2010, vol. 20, issue 1, 57-73

Abstract: In the current paper we present an instrumental approach to deception. This approach incorporates the notion that bargainers (a) will use deception as a means to reach their goals in bargaining but (b) will refrain from using deception when they have alternative means to reach their goals. We demonstrate that different goals can lead to differences in the use of deception (Experiment 1). Furthermore, we demonstrate that reactions to deceit can also be understood from an instrumental perspective (Experiment 2).

Date: 2010
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