advertisement advertisement advertisement Did you lie in your last negotiation? advertisement advertisement That's a provocative question, but a critical one, as negotiation has always been ethically fraught terrain, where people have a lot of incentive to act in self-interest, including by lying . Moreover, there's evidence that " slips of integrity " are more likely in the virtual interactions the COVID-19 pandemic has forced most of us into. Lying in business contexts can have astronomical costs, as suggested by the recent global scandals including Theranos , Wirecard , and others. So we need to understand what makes deception more likely in negotiation and other contexts, and what we can do about it. Our new paper suggests lying in negotiation is linked to two interrelated factors: biological sex (as opposed to the social construct of gender) and situational cues. Specifically, we found that while men are more likely to lie than women when negotiating in a neutral context, competitive cues propel women to become as likely as men to deceive, while men primed to feel empathic will be as honest as women in baseline situations. The findings imply people can take practical steps to recognize and influence situational cues to find… Read full this story
- Ape's fig challenge wins photo award
- The Hill's Morning Report — AG Barr, GOP senators try to rein Trump in
- James Lovelock: 'Fudging data is a sin against science'
- How to Take Back the First Hour of Your Day
- Trump's racist video is part of a broader GOP midterm strategy aimed at the conservative base
- Councils fed up with fly-tippers acting with impunity fight back by sharing photos of 'most wanted' offenders online
- Hero I-League 2019-20: Katsumi header gets Chennai City back to winning ways against Indian Arrows
- Does Kim Kardashian's Shapewear Line Live Up to the Hype? 12 PEOPLE Editors Tried It to Find Out
- 'Parasite's' Oscar victory is also a win for under-the-radar movies
- Teenager, 18, wins £8,500 payout from her school after she was repeatedly sent home because 'teachers said her Afro hair blocked pupils from seeing the whiteboard'
Try these science-backed strategies to achieve a win in your next negotiation have 334 words, post on www.fastcompany.com at April 20, 2021. This is cached page on Business Breaking News. If you want remove this page, please contact us.