In this review, we identify emerging trends in negotiation scholarship that embrace
complexity, finding moderators of effects that were initially described as monolithic …

Trust is critical for building and maintaining relationships and for effectively working together.
When trust is broken, it has serious consequences for both individuals and organizations. In …

We interact daily with computers that appear and behave like humans. Some researchers
propose that people apply the same social norms to computers as they do to humans …

Take-it or leave-it offers are probably as old as mankind. Our objective here is, first, to
provide a, probably subjectively colored, recollection of the initial ultimatum game …

We examine experimentally the impact of communication on trust and cooperation. Our
design admits observation of promises, lies, and beliefs. The evidence is consistent with …

In this paper we distinguish between two types of white lies: those that help others at the
expense of the person telling the lie, which we term altruistic white lie s, and those that help …

Philosophers, psychologists, and economists have long asserted that deception harms trust.
We challenge this claim. Across four studies, we demonstrate that deception can increase …

We demonstrate that some lies are perceived to be more ethical than honest statements.
Across three studies, we find that individuals who tell prosocial lies, lies told with the …

Trust is critical for organizations, effective management, and efficient negotiations, yet trust
violations are common. Prior work has often assumed trust to be fragile—easily broken and …

This paper uses two laboratory experiments to investigate the effects of contracts on
interpersonal trust. We predict that the use of binding contracts to promote or mandate …