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Thursday, October 4, 2012

A Cost of High Trust: Opportunistic (and Disproportionate) Deceit to Female Negotiators

Laura Kray, WAPPP Fellow; Professor, Haas School of Business, University of California, Berkeley

In this session, we will examine the relationship between gender and the likelihood of being deceived in face-to-face negotiations. Prior research has demonstrated that due to gendered socialization patterns, females are expected to be higher in interpersonal trust (IT) than males in the face of deceit. Therefore in our own research, we expected more deception targeted at female than males. Using confederates who followed a scripted pattern of deceit, Study 1 (N = 75) showed that females were higher in IT than males, both before and after being deceived. Whereas greater questioning of lies predicted lower IT for males, females’ IT was unaffected by their questioning of lies. Study 2 involved a negotiation simulation in the MBA classroom (N = 298). As hypothesized, females were deceived more frequently than males, yet females perceived no less honesty in their counterparts than did males. Furthermore, deception predicted higher agreement rates and more negative subjective experiences for negotiation dyads involving females. In our session, we will discuss these results and examine how the topic of deception of females in negotiations might be approached or circumvented.

Lunch will be provided.

An RSVP is not required as this is an open event.

  • Location:
    WAPPP Cason Seminar Room, Taubman Building, Room 102
  • Date:
    Thursday, October 4, 2012
  • Time:
    11:40 AM

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