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While prior work has focused on the importance of visual access and visual cues to targets of deception, this article highlights its importance to deceivers. We introduce a new approach for conceptualizing deception and distinguish between two types of lies according to the relative value to the deceiver of being able to monitor the target's reaction to the lie; deceivers telling monitoring‐dependent lies benefit significantly more from being able to monitor their target than do deceivers telling monitoring‐independent lies. We examine this distinction and its implications for the strategic use of deception, by manipulating visual access in a negotiation experiment with teleconference and videoconference media. We find consistent differences between deceivers use of and consequences of these two types of lies as a function of visual access. First, the use of monitoring‐dependent lies was significantly greater with visual access than without it, while the use of monitoring‐independent lies was unaffected by visual access. Second, consistent with our conceptu‐alization, participants who lied were trusted less by their counterpart than were participants who did not lie, except when participants with visual access told monitoring‐dependent lies. In these cases deceivers were actually trusted more by their counterpart than participants who did not lie. These results support our conceptualization and suggest that visual access may actually harm potential targets of deception—by increasing their risk of being deceived and inappropriately increasing their interpersonal trust.

Two distinct literatures have investigated the impact of negotiator frames. Both literatures demonstrate that negotiator frames significantly influence both bargaining behavior and negotiated outcomes. These two literatures, however, offer completely different conceptualizations of what negotiator frames actually are. In this article we classify these two conceptualizations as reference frames, the referent‐dependent perception of outcomes, and conflict frames, a multi‐dimensional orientation toward conflict. We report results from an experiment that links these two types of frames. We find that loss‐framed negotiators adopt conflict frames that are more win‐oriented and task‐oriented than the conflict frames gain‐framed negotiators adopt. Our results offer insight into the frame adoption process and have implications for dispute resolution and negotiation practice.

This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increase the incidence of lies of commission. These findings highlight the importance of misrepresentation to the negotiation process and suggest approaches for contending with deception.

In this chapter, we develop a model of envy and unethical decision making. We postulate that unfavorable comparisons will induce envy in outperformed coworkers, who are subsequently motivated to engage in unethical acts to harm the envied target. In particular, we consider the differential effects of unfavorable individual-level and unfavorable group-level social comparisons on attitudes and norms for engaging in social undermining behaviors. Envy is a self-sanctioned emotion and often difficult to detect. Even so, envy is likely to be both prevalent in and harmful to organizations. Organizational culture may play an important role in moderating the prevalence and consequences of envy within organizations. For example, managerial actions designed to boost organizational identity may significantly curtail envy within their organization.

For organizations to be effective, their employees need to rely upon each other even when they do not trust each other. One tool managers can use to promote trust-like behavior is monitoring. In this chapter, we report results from a laboratory study that describes the relationship between monitoring and trust behavior. We randomly and anonymously paired participants (n=210) with the same partner, and had them make 15 rounds of trust game decisions. We find predictable main effects (e.g. frequent monitoring increases trust behavior) as well as interesting strategic behavior. Specifically, we find that anticipated monitoring schemes (i.e. when participants know before they make a decision that they either will or will not be monitored) significantly increase trust behavior in monitored rounds, but decrease trust behavior overall. Participants in our study also reacted to information they learned about their counterpart differently as a function of whether or not monitoring was anticipated. Participants were less trusting when they observed trustworthy behavior in an anticipated monitoring period, than when they observed trustworthy behavior in an unanticipated monitoring period. In many cases, participants in our study systematically anticipated their counterpart's untrustworthy behavior. We discuss implication of these results for models of trust and offer managerial prescriptions.

The purpose of this study is to understand the trust formation expectations of stakeholders in the implementation of information and communications technology for development (ICT4D) projects.

This paper uses a qualitative methodology inspired by a critical approach. It uses a thematic analysis approach, and draws the results using a constant comparison method. It is guided by the Pierre Bourdieu’s theory of practices. This is an empirical study that uses semi-structured interviews for the data collection.

Lack of an integrated view of emancipatory expectations has a negative impact on the trust levels of stakeholders. An integrated view of emancipation has physical, moral and social dimensions.

The study brings forth the concept of entry point activities (EPAs). To the author’s knowledge, this is the first application of this concept in ICT4D research. EPAs can be used to develop trust relationships between the stakeholders of ICT4D projects.

A collection of essays by a social economist seeking to balance economics as a science of means with the values deemed necessary to man′s finding the good life and society enduring as a civilized instrumentality. Looks for authority to great men of the past and to today′s moral philosopher: man is an ethical animal. The 13 essays are: 1. Evolutionary Economics: The End of It All? which challenges the view that Darwinism destroyed belief in a universe of purpose and design; 2. Schmoller′s Political Economy: Its Psychic, Moral and Legal Foundations, which centres on the belief that time‐honoured ethical values prevail in an economy formed by ties of common sentiment, ideas, customs and laws; 3. Adam Smith by Gustav von Schmoller – Schmoller rejects Smith′s natural law and sees him as simply spreading the message of Calvinism; 4. Pierre‐Joseph Proudhon, Socialist – Karl Marx, Communist: A Comparison; 5. Marxism and the Instauration of Man, which raises the question for Marx: is the flowering of the new man in Communist society the ultimate end to the dialectical movement of history?; 6. Ethical Progress and Economic Growth in Western Civilization; 7. Ethical Principles in American Society: An Appraisal; 8. The Ugent Need for a Consensus on Moral Values, which focuses on the real dangers inherent in there being no consensus on moral values; 9. Human Resources and the Good Society – man is not to be treated as an economic resource; man′s moral and material wellbeing is the goal; 10. The Social Economist on the Modern Dilemma: Ethical Dwarfs and Nuclear Giants, which argues that it is imperative to distinguish good from evil and to act accordingly: existentialism, situation ethics and evolutionary ethics savour of nihilism; 11. Ethical Principles: The Economist′s Quandary, which is the difficulty of balancing the claims of disinterested science and of the urge to better the human condition; 12. The Role of Government in the Advancement of Cultural Values, which discusses censorship and the funding of art against the background of the US Helms Amendment; 13. Man at the Crossroads draws earlier themes together; the author makes the case for rejecting determinism and the “operant conditioning” of the Skinner school in favour of the moral progress of autonomous man through adherence to traditional ethical values.