Trust and Deception in Negotiation: Culturally Divergent Effects

Jian-Dong Zhang, Leigh Anne Liu and Wu Liu

Management and Organization Review, 2015, vol. 11, issue 1, 123-144

Abstract: We investigate how trust reduces the tendency to use deception in negotiations from a culturally contextual perspective. We find culturally divergent patterns across Chinese and American negotiators. Specifically, for Chinese negotiators, cognition-based trust decreases the approval of using negative emotional and informational deception, whereas affect-based trust increases the approval of using informational deception. For American negotiators, affect-based trust decreases the approval of using negative emotional deception. We discuss theoretical and practical implications on the need for culturally specific strategies in managing deceptions in negotiations.

Date: 2015
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