Loose with the Truth: Predicting Deception in Negotiation

By Mara Olekalns, Philip L. Smith. 2007

101 citations recorded by the source corpus.

Subfields: Information Systems and Management, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/6f17b3e595f6cd776c898332b5661d56f398aa0f

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Information Systems and Management

1. Michele J. Gelfand

In Safety Research

1. Michele J. Gelfand

In Sociology and Political Science

1. Michele J. Gelfand

Citations in the corpus

• At What Level (and in Whom) We Trust (2012, background): “…collaboration and teamwork (Sargent & Waters, 2004; Simons & Peterson, 2000), leadership effectiveness (Dirks & Ferrin, 2002; Gillespie & Mann, 2004), human resource management (HRM) perceptions (Graham & Tarbell, 2006), and negotiation success (Lee, Yang, & Graham, 2006; Olekalns & Smith, 2007).”
• Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception (2014, unknown): “Overall, we found compelling evidence in support of an opportunistic model of negotiator deception (Malhotra & Gino, 2011; Murnighan et al., 1999; Olekalns & Smith, 2007), such that negotiators take advantage of their counterparts’ perceived incompetence.”