Does hoodwinking others pay? The psychological and relational consequences of undetected negotiator deception.

• DOI: 10.1037/pspi0000410
• Publication Date: 2022-12-05T14:19:01Z
• Authors: Alex B. Van Zant; Jessica A. Kennedy; Laura J. Kray
• Keywords: Dishonesty; PsycINFO; Dictator game; Affect; Prosocial Behavior

Lies often go undetected, and we know little about the psychological relational consequences of successfully deceiving others. While evidence to date indicates that undetected dishonesty induces positive affect in independent decision contexts, propose it may elicit guilt undermine satisfaction negotiations despite facilitating better deals for deceivers. Across four studies, find support a deceiver's account, whereby triggers lessens negotiators' with bargaining experience. This pattern is robust several factors, including size incentives individual differences moral character. It holds both lies issued own volition compliance others' orders. Large also exacerbated dishonesty-induced guilt. Further, dissatisfaction stemming from had downstream consequences. Despite going focal negotiation reduced deceivers' likelihood choosing interact again same counterpart adversely impacted their future counterpart. (PsycInfo Database Record (c) 2023 APA, all rights reserved).