When does informational diversity enhance team functioning? Prior research has found both positive and negative effects of informational diversity. We conducted an experiment to show how the interplay between informational and demographic diversity can account for some of these inconsistencies....

In three experiments, we examined how people negotiate on behalf of a constituency in which opposing factions send different signals. Participants negotiated as sellers on behalf of a group consisting of factions that favored either a cooperative or a competitive negotiation. Experiment 1 (N =...

Deceiving a competitive other may be motivated by self-protection or by moral outrage. Which motivation explains deception was examined in an experimental study (N = 112) in which participants provided information about their own payoffs to a competitive other who would make a decision...