Deceptive behavior in negotiations has been found to be widespread and to have harmful consequences. This study shifts the current research direction on deceptive negotiation behavior by adopting a target's perspective on deception and by using a configurational theorizing approach. Prior...

In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration. Being able to influence the other party during negotiations is therefore vital to improve performance outcomes. This research takes a configurational approach to investigate how...