Curtailing deception: The impact of direct questions on lies and omissions

Authors
Schweitzer, ME Croson, R
Citation
Me. Schweitzer et R. Croson, Curtailing deception: The impact of direct questions on lies and omissions, INT J CON M, 10(3), 1999, pp. 225-248
Citations number
61
Categorie Soggetti
Management
Journal title
INTERNATIONAL JOURNAL OF CONFLICT MANAGEMENT
ISSN journal
10444068 → ACNP
Volume
10
Issue
3
Year of publication
1999
Pages
225 - 248
Database
ISI
SICI code
1044-4068(199907)10:3<225:CDTIOD>2.0.ZU;2-5
Abstract
This paper investigates the use of deception in two negotiation studies. St udy 1 (N = 80) demonstrates that direct questions and solidarity curtail de ception. Study 2 (N = 74 dyads) demonstrates that direct questions are part icularly effective in curtailing lies of omission, but may actually increas e the incidence of lies of commission These findings highlight the importan ce of misrepresentation to the negotiation process and suggest approaches f or contending with deception.