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Reward Structures And Negotiation Strategies: The Use Of Deception In Negotiation, Jermaine Pin Xiu Lim

Dissertations and Theses Collection (Open Access)

This present study investigated the effect of outcome interdependence on different types of deceptions – mutually beneficial and self-interested deception, in a negotiation context. 150 SMU students were recruited to engage in a negotiation task and were randomly assigned to either a high outcome interdependence condition where the monetary reward was awarded based on the points scored by the dyad or a low outcome interdependence condition where the monetary reward was awarded based on the points scored by the individual. The results showed that in a self-rated scale, dyads in the low outcome interdependence condition rated themselves to have engaged …