Dishonesty in negotiations is tempting because it sometimes leads to better outcomes for the deceiver, but it also lessens the deceptive negotiator’s satisfaction with the bargaining experience. New Vanderbilt research finds that even when dishonesty goes undetected and positively impacts financial outcomes in a negotiation, negotiators are less happy with their deals and less willing to do future business with the person they deceived.
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Source: Phys.org