Article

Feeling and Deceiving: A Review and Theoretical Model of Emotions and Deception in Negotiation

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Abstract

Deception is pervasive in negotiation, and emotions are integral to the deception process. In this article, we review the theoretical and empirical research on emotions and deception in negotiation and introduce a theoretical model. In our review of the research, we find that emotions profoundly influence the decision to use deception. We also find that although negotiation is inherently interpersonal, theoretical and empirical research on deception has focused on the intrapersonal effects of emotion. For this reason, we integrate theory and research on the interpersonal effects of emotions into research on deception and propose a model—the Interpersonal Emotion Deception Model—that relates the emotions of a counterpart to the deception decisions of a negotiator. Our review and model expands our understanding of the important role of emotions in the deception decision process and provides a theoretical foundation for future research in the intrapersonal and interpersonal perspectives.

Keywords:

• trust,
• ethics,
• emotions,
• negotiation,
• deception