Joseph P. Gaspar

The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception

Deception is pervasive in negotiations. Negotiations are characterized by information asymmetries, and negotiators often have both opportunities and incentives to mislead their counterparts. Effective negotiators need to contend with the risk of being deceived, effectively respond when they identify deception, and manage the temptation to use deception themselves. In our review of deception research, we integrate emotion research. Emotions are both an antecedent and a consequence of deception, and we introduce the emotion deception model (EDM) to represent these relationships. Our model broadens our understanding of deception in negotiations and accounts for the important role of emotions in the deception decision process.

Counterfactual and Factual Reflection: The Influence of Past Misdeeds on Future Immoral Behavior.

ABSTRACT Though the decision to behave immorally is situated within the context of prior immoral behavior, research has provided contradictory insights into this process. In a series of experiments, we demonstrate that the effects of prior immoral behavior depend on how individuals think about, or reflect on, their immoral behavior. In Experiment 1, participants who reflected counterfactually on their prior moral lapses morally disengaged (i.e., rationalized) less than participants who reflected factually. In Experiment 2, participants who reflected counterfactually on their prior moral lapses experienced more guilt than those who reflected factually. Finally, in Experiments 3 and 4, participants who reflected counterfactually lied less on unrelated tasks with real monetary stakes than those who reflected factually. Our studies provide important insights into moral rationalization and moral compensation processes and demonstrate the profound influence of reflection in everyday moral life.

Deception in Negotiations, Organizations, and Markets: Theoretical and Empirical Insights

Deception pervades interpersonal and organizational life. In this symposium, we discuss our state-of-the-science theoretical and empirical research on the characteristics, antecedents, and conseque...