In Negotiations, Hoodwinking Others Has a Cost
Kirchner Group
Our value proposition centers around a pragmatic approach to serving the needs of the private capital world.
The Headline?
The Byline?
“Even when liars get more money, they feel guilty and unhappy.”?
The Punchline ?
“Lying to another person to get the better of them in a financial negotiation might win you more money, but you are likely to end up feeling guilty and less satisfied with the deal than if you had been honest, according to new research.”?
The Storyline?
“Prior research had primarily focused on private unethical behavior, like cheating on exams or taxes. It was unclear whether those findings might extend to telling a lie to someone whom the lie hurts directly, like a negotiation counterpart."?
"Our investigation breaks new ground by showing how even undetected dishonesty harms negotiators. It leads negotiators to feel guilty, undermines their satisfaction, and reduces their interest in continuing a relationship with counterparts. Considering dishonesty's psychological and relational costs, living with the costs of dishonesty might be psychologically more challenging than forgoing its benefits."?
“Some lies are likely to be easier for negotiators to rationalize than others. Perhaps these lies would not elicit nearly as much guilt as the lies we examined in our studies."?
The Heuristic?
Being honest has both tangible and intangible benefits.
Business Brain Model Touchpoints
Negotiating:
Values: