Research Details

Abstract

The benefits along with ease of deception make it a common occurrence in negotiations. Whereas the majority of previous research on deception in negotiations has focused on motivational and ethical issues, we focus on cues to deception and how negotiators might detect it when seated at the negotiation table. We examine natural cues to deception in negotiation, via the use of nonverbal expressions and emotion. And we review strategic techniques that negotiators may consciously employ to detect deception. The observational and strategic techniques that we review are designed to be part of a negotiator‘s repertoire for constructive negotiations with longterm business partners.

Type

Book Chapter

Author(s)

Leigh Thompson, J Nasher

Date Published

2022

Citations

Thompson, Leigh, and J Nasher. 2022. Detecting deception in negotiation.: 199-216; Chapter 15.