Fifty Shades of Deception: Characteristics and Consequences of Lying in Negotiations
回顾了谈判中欺骗的研究，挑战了将欺骗视为非黑即白的传统观点，提出欺骗的多维模型（DCM），强调从意图、内容和行为三个维度理解欺骗，并呼吁未来研究填补认知空白。
Deception pervades our social interactions and can profoundly shape our relational and economic outcomes. This is particularly true in negotiations. We review the extant literature investigating deception in negotiation, challenge prevailing assumptions in this literature, and call for future work to fill fundamental gaps in our understanding of how deception influences intrapersonal, interpersonal, and economic outcomes. Specifically, we challenge empirical and theoretical investigations that have conceptualized deception as an unethical, dichotomous construct (e.g., honest or deceptive) and have studied deception as informational, lies of commission in single-shot experiments with unfamiliar counterparts. We highlight the importance of characterizing deception as a multidimensional construct, and we focus on three dimensions of deception: intentionality (self-interested or prosocial), content (informational or emotional), and activity (omission, commission, or paltering). We introduce the Deception Consequence Model (DCM) to offer a framework and foundation for future research.