An instrumental approach to deception in bargaining

Koning, L.F.

Persistent URL of this record https://hdl.handle.net/1887/17711

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Koning, L.F. (2011)

An instrumental approach to deception in bargaining

Doctoral Thesis

Deception is often described as a form of unethical behavior, yet it is frequently used in bargaining. This raises the question why people use deception in bargaining. In this dissertation an instrumental approach to deception is presented to help answer this question. In an instrumental approach, the use of deception depends on both the goals bargainers pursue and the means they have to attain their goals. An instrumental approach presupposes that bargainers select the means they consider most instrumental to their current goal. This dissertation demonstrates that pursuing different goals or having different means, has an impact on the use of deception. Furthermore, it demonstrates that reactions to deceit also follow an instrumental pattern. Deceit was judged less harshly when it was employed by someone in a position with limited means. Finally, this dissertation shows that false expectations are an important reason why deception is considered unethical.