Research shows that deception in negotiation is more likely in which of the following cases?
A) An organization's ethical standards of behaviour are transparent
B) A negotiator perceives the current situation as a loss frame rather than a gain frame
C) A person is concerned more with the future circumstances than what the circumstances are in the present
D) Incentives are low or non-existent

Question

Quizplus · Accepted Answer

Deception in negotiation is more likely when a negotiator perceives the situation as a loss frame, as they may resort to unethical tactics to avoid losses.

Research Shows That Deception in Negotiation Is More Likely in Which