Curtailing deception: The impact of direct questions on lies and omissions

Maurice E. Schweitzer, Rachel Croson

Research output: Contribution to journalArticlepeer-review

84 Scopus citations

Abstract

This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increase the incidence of lies of commission. These findings highlight the importance of misrepresentation to the negotiation process and suggest approaches for contending with deception.

Original languageEnglish (US)
Pages (from-to)225-248
Number of pages24
JournalInternational Journal of Conflict Management
Volume10
Issue number3
DOIs
StatePublished - Jul 1999

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