Πλοήγηση ανά Συγγραφέα "Makrygiannis, Evangelos"

A B C D E F G H I J K L M N O P Q R S T U V W X Y Z

Α Β Γ Δ Ε Ζ Η Θ Ι Κ Λ Μ Ν Ξ Ο Π Ρ Σ Τ Υ Φ Χ Ψ Ω

Τώρα δείχνει 1 - 1 από 1

Deception in negotiations
(2022-04-04) Makrygiannis, Evangelos; Μακρυγιάννης, Ευάγγελος; Athens University of Economics and Business, Department of Business Administration; Manolopoulos, Dimitrios; Thanos, Ioannis; Kapoutsis, Ilias
This study investigates deception as a strategy in negotiations and how competitiveness influences the tendency to use deception in negotiations. The opponent’s perceived competitiveness and the negotiation’s medium relation to the use of deception is examined. We attempt to realize the reactions of the negotiator when deception is disclosed and their connection to competitiveness. Adopting the “Competitiveness Index” and the “Self-reported Inappropriate Negotiation Strategies” (SINS) scale, we conducted an online survey that we addressed to 130 participants (65 men and 65 women), in order to measure the perceived competitiveness and the tendency to use deception in negotiations respectively. We found that the tendency to use deception is influenced positively by the perceived competitiveness of the negotiator. We further found a positive moderation by the opponent’s perceived competitiveness on the effect of the negotiator’s perceived competitiveness on deception. However, we observed that in higher levels of the opponent’s perceived competitiveness, the negotiator’s tendency to use deception decreases. We additionally showed that the decision to use counter-deception is influenced by the negotiator’s perceived competitiveness when deception from the opponent is disclosed. The more competitive a negotiator is, the more possible it is to react with counter deception In the last part, we discussed the theoretical and practical implications, and presented the limitations of our study with some suggestions for future research.