Aykac, Tayfun; Wilken, Robert; Jacob, Frank; Prime, Nathalie - In: Journal of Business & Industrial Marketing 32 (2017) 4, pp. 567-579
Purpose This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active misrepresentation of preferences) from deception by omission (i.e....