New Insights into Deception in Negotiations, Organizations, and Everyday Life

Deception is pervasive in negotiations, organizations, and everyday life and profoundly influences individuals, their relationships, and societies. How is deception different from other forms of (un)ethical behavior? What makes people more or less likely to use it? And how does it influence deceivers and their targets? In this symposium, we consider these questions as we present our theoretical and empirical research on deception. Our papers offer important insights into deception in negotiations, organizations, and everyday life and provide a theoretical foundation for future research on this important topic. From a practical perspective, our papers also suggest tactics that negotiators, managers, and regulators can use to curtail the use of deception. Two Profiles of Deception: Identifying the Distinct Features of Cheating and Lying Behavior Presenter: Samuel Skowronek; The Wharton School, U. of Pennsylvania Thanking Can Be Thankless: Expressing Gratitude Invites Exploitation by Competitors Presenter: Jeremy Yip; McDonough School of Business Georgetown U. Presenter: Kelly Lee; The Wharton School, U. of Pennsylvania Presenter: Cindy Chan; U. of Toronto Presenter: Alison Wood Brooks; Harvard U. When Lies Go Undetected:The Psychological & Relational Consequences of Hoodwinking Other Negotiators Presenter: Alex Bryant Van Zant; Rutgers Business School Presenter: Jessica Alynn Kennedy; Vanderbilt U. Presenter: Laura Kray; U. of California, Berkeley Negotiating the Ethically Questionable Presenter: Brian Gunia; Johns Hopkins U. Presenter: Valerie Suslow; Johns Hopkins Carey Business School Deception in Personal and Political Life Presenter: Yena Kim; U. Of Chicago Presenter: Emma Levine; U. Of Chicago Presenter: Thomas Bradford Bitterly; HKUST Business School On the Characteristics, Causes, and Consequences of Deception: Why is This All We Know? Presenter: Joseph P. Gaspar; Quinnipiac U. Presenter: Redona Methasani; U. of Connecticut