University of Twente Student Theses
Why do negotiators use deceptive behaviour? A qualitative study
Gerlach, J. (2022) Why do negotiators use deceptive behaviour? A qualitative study.
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| Abstract: | Purpose: Analysis of the use and motives of deception in both personal and professional negotiations. Design/Methodology/Approach: A series of negotiators of varying experience and backgrounds were interviewed about their experience and view-points on deception in a negotiation setting. Findings: Deceptive strategies are viewed negatively by most negotiators and are typically employed as a retaliation to untrustworthy negotiation counterparts. Research limitations/implications: More consideration for the culture and gender should have been given during the analysis of the interviews. Practical Implications: A deeper insight into the deception during negotiations can be used as a warning for negotiators and may also provide insights on how to deal with deception. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 01 general works, 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/92077 |
| Export this item as: | BibTeX EndNote HTML Citation Reference Manager |
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