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Direct linkDeRue, D. Scott; Conlon, Donald E.; Moon, Henry; Willaby, Harold W. – Journal of Applied Psychology, 2009
Negotiations present individuals with a paradox. On the one hand, individuals are expected via social norms and formal regulations to be honest and straightforward in their negotiations. On the other hand, individuals who mislead their negotiation counterpart are often rewarded with more favorable settlements. The authors investigate this paradox…
Descriptors: Collective Bargaining, Ethics, Interpersonal Communication, Role Conflict
