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Deception in negotiations

Schweitzer, Maurice E. - In: Wharton on making decisions, (pp. 187-200). 2001

Persistent link: https://www.econbiz.de/10001686630

Beyond Belief : How Implicit Beliefs Influence Trust

Haselhuhn, Michael P.; Schweitzer, Maurice E.; Kray, Laura - 2012

We demonstrate that implicit beliefs influence trust. In an experiment, we induced one of two types of implicit beliefs: entity beliefs about negotiation ability (a belief that negotiation ability is fixed over time), and incremental beliefs about negotiation ability (a belief that negotiation...

Persistent link: https://www.econbiz.de/10014047581

Getting to NO : the strategic use of duplicitous negotiations

Anand, Krishnan S.; Feldman, Pnina; Schweitzer, Maurice E. - 2009

Persistent link: https://www.econbiz.de/10003842016

Beyond belief : how implicit beliefs influence trust

Haselhuhn, Michael P. (contributor); … - 2008

Persistent link: https://www.econbiz.de/10003753242

Perceptions of high integrity can persist after deception : how implicit beliefs moderate trust erosion

Haselhuhn, Michael P.; Schweitzer, Maurice E.; Kray, … - In: Journal of business ethics : JOBE 145 (2017) 1, pp. 215-225

Persistent link: https://www.econbiz.de/10011757750

Getting to less : when negotiating harms post-agreement performance

Hart, Einav; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 156 (2020), pp. 155-175

Persistent link: https://www.econbiz.de/10012169568

Confident and cunning : negotiator self-efficacy promotes deception in negotiations

Gaspar, Joseph P.; Schweitzer, Maurice E. - In: Journal of business ethics : JBE 171 (2021) 1, pp. 139-155

Persistent link: https://www.econbiz.de/10012546638

Emotional deception in negotiation

Kang, Polly; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 173 (2022), pp. 1-15

Persistent link: https://www.econbiz.de/10013535645

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