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Completed
Power and deception in bargaining: an interdependence analysis
FunderNetherlands Organisation for Scientific Research (NWO)
Duration01 Sep 2005 - 25 Jan 2010
Project code400-04-030
Open Access mandatePublications: NoResearch data: No
Identifiers
Project timeline100%
Description
In this project we investigate how power differentials are related to deception in bargaining. To further the understanding of the power-deception relation, we draw on the comprehensive framework offered by interdependence theory. Based on the interactionist approach that underlies interdependence theory, we investigate how power relations between bargainers interact with personality characteristics of the bargainers. In a series of experimental studies we investigate the effects of power and social value orientations on (a) the willingness to deceive, (b) suspicion regarding other?s willingness to deceive, and (c) reactions to revealed deceit.
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In this project we investigate how power differentials are related to deception in bargaining. To further the understanding of the power-deception relation, we draw on the comprehensive framework offered by interdependence theory. Based on the interactionist approach that underlies interdependence theory, we investigate how power relations between bargainers interact with personality characteristics of the bargainers. In a series of experimental studies we investigate the effects of power and social value orientations on (a) the willingness to deceive, (b) suspicion regarding other?s willingness to deceive, and (c) reactions to revealed deceit.
