Individuals are more willing to use deceptive tactics when the other party is perceived to be uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.

Question

Quizplus · Accepted Answer

Research in negotiation and psychology suggests that individuals are more likely to use deceptive tactics when they believe the other party lacks knowledge, especially in high-stakes situations, as it may increase their chances of achieving a favorable outcome.

Individuals Are More Willing to Use Deceptive Tactics When the Other