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)
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