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

被引：104

作者：

Schweitzer, ME ^{[1
]}

Croson, R ^{[1
]}

机构：

[1] Univ Penn, Wharton Sch, Philadelphia, PA 19104 USA

来源：

INTERNATIONAL JOURNAL OF CONFLICT MANAGEMENT | 1999年 / 10卷 / 03期

关键词：

D O I：

10.1108/eb022825

中图分类号：

G2 [信息与知识传播];

学科分类号：

05 ; 0503 ;

摘要：

This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increase the incidence of lies of commission These findings highlight the importance of misrepresentation to the negotiation process and suggest approaches for contending with deception.

引用

页码：225 / 248

页数：24

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