the current research direction on deceptive negotiation behavior by adopting a target's perspective on deception and by …' motivations for using deception. As a result, a profound understanding of deceptive negotiation behavior from a target … to lead purchasing managers (i.e., targets) to perceive supplier deception. The configurational analysis uncovers …

design and implementation characteristics such as the use of financial incentives, deception, and the way information is …

Informational asymmetries abound in economic decision making and often provide an incentive for deception through … the truth should be classified as deception too if the sender chooses the true message with the expectation that the … receiver will not follow the sender's (true) message. The experimental data reveal a large degree of 'sophisticated' deception …

accompanied by reduced use of deception when lies would harm others, and increased use of deception to benefit others. In a sample … motives and envy. Children with stronger social preferences are less prone to deception, even when lying would benefit others …

We report results from a sender-receiver deception game, which tests whether an individual's decision to deceive is … order to obtain a higher payoff. A sender is positively biased if he thinks that he is higher in the deception distribution … information about the deception of his peers. The experimental data confirm this. We conclude that concern for relative standing …

We investigate how different forms of scrutiny affect dishonesty, using Gneezy's (2005) deception game. We add a third …

risk. Such self-deception can be achieved even if the future self is aware of the attempted distortion. We relate our …