uva-dare (digital academic repository) misleading in ...cooperative future interaction in...

19
UvA-DARE is a service provided by the library of the University of Amsterdam (https://dare.uva.nl) UvA-DARE (Digital Academic Repository) Misleading in social decision-making : a motivational approach Steinel, W. Publication date 2004 Link to publication Citation for published version (APA): Steinel, W. (2004). Misleading in social decision-making : a motivational approach. General rights It is not permitted to download or to forward/distribute the text or part of it without the consent of the author(s) and/or copyright holder(s), other than for strictly personal, individual use, unless the work is under an open content license (like Creative Commons). Disclaimer/Complaints regulations If you believe that digital publication of certain material infringes any of your rights or (privacy) interests, please let the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the material inaccessible and/or remove it from the website. Please Ask the Library: https://uba.uva.nl/en/contact, or a letter to: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands. You will be contacted as soon as possible. Download date:07 May 2021

Upload: others

Post on 06-Dec-2020

1 views

Category:

Documents


0 download

TRANSCRIPT

Page 1: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

UvA-DARE is a service provided by the library of the University of Amsterdam (https://dare.uva.nl)

UvA-DARE (Digital Academic Repository)

Misleading in social decision-making : a motivational approach

Steinel, W.

Publication date2004

Link to publication

Citation for published version (APA):Steinel, W. (2004). Misleading in social decision-making : a motivational approach.

General rightsIt is not permitted to download or to forward/distribute the text or part of it without the consent of the author(s)and/or copyright holder(s), other than for strictly personal, individual use, unless the work is under an opencontent license (like Creative Commons).

Disclaimer/Complaints regulationsIf you believe that digital publication of certain material infringes any of your rights or (privacy) interests, pleaselet the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the materialinaccessible and/or remove it from the website. Please Ask the Library: https://uba.uva.nl/en/contact, or a letterto: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands. Youwill be contacted as soon as possible.

Download date:07 May 2021

Page 2: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 157

REFERENCES

Aditya, R. N. (2001). The psychology of deception in marketing: A conceptual framework for

research and practice. Psychology & Marketing, 18, 735-761.

Ahold extends investigation. (2003, March 26). New York Times. Retrieved March 26, 2003,

from http://www.nytimes.com/reuters/business/business-retail-ahold.html

Airport, G. W., Vernon, P. E., & Lindzey, G. (1960). The study of values (3rd ed.). Boston: Houghton Mifflin.

Anderson, N., & Shackleton, V. (1990). Decision making in the graduate selection interview:

A field study. Journal of Occupational Psychology, 63, 63-76.

Anderson, N., Silvester, J., Cunningham-Snell, N., & Haddleton, E. (1999). Relationship

between candidate self-monitoring, perceived personality, and selection interview

outcomes. Human Relations, 9,1115-1131.

Anton, R. J. (1990). Drawing the line: An exploratory test of ethical behavior in negotiations.

International Journal of Conflict Management, 1, 265-280.

Aquino, K. (1998). The effect of ethical climate and the availability of alternatives on the use of deception during negotiation. International Journal of Conflict Management, 9, 195-217.

Aronson, E., & Carlsmith, J. M. (1968). Experimentation in social psychology. In G. Lindzey

& E. Aronson (Eds.), The handbook of social psychology (2nd ed., pp. 9-79). Reading,

MA: Addison-Wesley.

Aune, R. K., Levine, T. R., Ching, P. U., & Yoshimoto, J. M. (1993). The influence of perceived source reward value on attributions of deception. Communication Research Reports,

10, 15-27.

Axelrod, R. (1980). More effective choice in the prisoner's dilemma. Journal of Conflict

Resolution, 24, 379-403.

Axelrod, R., & Dion, D. (1988). The further evolution of cooperation. Science, 242,1385-1390.

Axelrod, R., & Hamilton, W. D. (1981). The evolution of cooperation. Science, 211, 1390-1396.

Page 3: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

158 Misleading in Social Decision-Making: A Motivational Approach

Backbier, E., & Sieswerda, S. (1997). Wanneer en waarom liegen we eigenlijk? Een analyse

van zelfgerapporteerde leugens [When and why do we lie? An analysis of self

reported lies]. Nederlands Tijdschrift voor de Psychologie en haar Grensgebieden, 52, 255-

264.

Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social

psychological research: Conceptual, strategic and statistical considerations, journal

of Personality and Social Psychology, 51,1173-1182.

Bashore, T. R., & Rapp, P. E. (1993). Are there alternatives to traditional polygraph

procedures? Psychological Bulletin, 113, 3-22.

Batson, C. D., & Ahmad, N. (2001). Empathy-induced altruism in a prisoner's dilemma II:

What if the target of empathy has defected? European journal of Social Psychology, 31,

25-36.

Batson, C. D., & Moran, T. (1999). Empathy-induced altruism in a prisoner's dilemma.

European journal of Social Psychology, 29, 909-924.

Baumeister, R. F. (1982). A self presentational view of social phenomena. Psychological

Bulletin, 91, 3-26.

Beersma, B. (2002). Small group negotiation and team performance. Doctoral dissertation,

University of Amsterdam, Amsterdam, The Netherlands.

Beersma, B., & De Dreu, C. K. W. (1999). Negotiation processes and outcomes in prosocially

and egoistically motivated groups. International journal of Conflict Management, 10,

385-402.

Benton, A. A., Gelber, E. R., Kelley, H. H., & Liebling, B. A. (1969). Reactions to various

degrees of deceit in a mixed-motive relationship, journal of Personality and Social

Psychology, 12,170-180.

Ben-Yoav, O., & Pruitt. D. G. (1984). Resistance to yielding and the expectation of

cooperative future interaction in negotiation, journal of Experimental Social

Psychology, 20, 323-335.

Berrien, F. K. (1942). Ocular stability in deception, journal of Applied Psychology, 26, 55-63.

Black, J. (2003, June 10). Before spam brings the web to its knees. Business Week. Retrieved

June 17, 2003, from http://www.businessweek.com/technology/content/jun2003/

tc20030610_1670_tcl04.htm

Blair, T. M., Nelson, E. S., & Coleman, P. K. (2001). Deception, power, and self-differentiation

in college students' romantic relationships: An exploratory study, journal of Sex and

Marital Therapy, 27, 57-72.

Blasi, A. (1980). Bridging moral cognition and moral action: A critical review of the

literature. Psychological Bulletin, 88,1-45.

Blount, S. (1995). When social outcomes aren't fair: The effect of causal attributions on

preferences. Organizational Behavior and Human Decision Processes, 63,131-144.

Page 4: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 159

Blowing smoke in the tobacco wars. (1996, June 10). Business Week, p. 10.

Bok, S. (1978). Lying: Moral choice in public and private life. New York: Vintage Books.

Boles, T. L., Croson, R. T. A., & Murnighan, J. K. (2000). Deception and retribution in

repeated ultimatum bargaining. Organizational Behavior and Human Decision

Processes, 83, 235-259.

Bonoma, T. V., Tedeschi, J. T., & Helm, B. (1974). Some effects of target cooperation and

reciprocated promises on conflict resolution. Sociometry, 37, 251-261.

Boon, S. D., & McLeod, B. A. (2001). Deception in romantic relationships: Subjective

estimates of success at deceiving and attitudes toward deception. Journal of Social

and Personal Relationships, 18, 463-476.

Börse richtet Top-Konzern Ahold hin [Stock market puts major chain Ahold to death]. (2003,

February 24). Der Spiegel. Retrieved March 25, 2003, from http://www.spiegel.de/

wirtschaft/0,1518,237533,00.html

Brams, S. J. (1977). Deception in 2 x 2 games. Journal of Peace Science, 2,171-204.

Brams, S. J. (1990). Negotiation games: Applying game theory to bargaining and arbitration. New

York: Routledge.

Brams, S. J., Zagare, F. C. (1977). Deception in simple voting games. Social Science Research, 6,

257-272.

Brams, S. J., Zagare, F. C. (1981). Double deception: Two against one in three-person games. Theory and Decision, 13, 81-90.

Briggs, S. R., & Cheek, J. M. (1988). On the nature of self-monitoring: Problems with

assessment, problems with validity. Journal of Personality and Social Psychology, 54,

663-678.

Briggs, S. R., Cheek, J. M., & Buss, A. H. (1980). An analysis of the self-monitoring scale.

Journal of Personality and Social Psychology, 38, 679-686.

Bruins, J. J., Liebrand, W. B., & Wilke, H. A. M. (1989). About the salience of fear and greed

in social dilemmas. European Journal of Social Psychology, 19,155-161.

Buller, D. B., Burgoon, J. K. (1994). Deception: Strategic and nonstrategic communication. In

J. A. Daly & J. M. Wiemann (Eds.), Strategic interpersonal communication (pp. 191-

223). Hillsdale, NJ: Erlbaum.

Buller, D. B., Burgoon, J. K., Buslig, A. L. S., & Roiger, J. F. (1994). Interpersonal deception

VIII. Further analysis of nonverbal and verbal correlates of equivocation from the

Bavelas et al. (1990) research. Journal of Language and Social Psychology, 13, 396-417.

Buller, D. B., Burgoon, J. K., White, C. H , & Ebesu, A. S (1994). Interpersonal deception VII.

Behavioral profiles of falsification, equivocation, and concealment. Journal of

Language and Social Psychology, 13, 366-395.

Page 5: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

160 Misleading in Social Decision-Making: A Motivational Approach

Buller, D. B., Strzyzewski, K. D., & Comstock, J. (1991). Interpersonal deception: I. Deceivers'

reactions to receivers' suspicions and probing. Communication Monographs, 58,1-24.

Buller, D. B., Strzyzewski, K. D., & Hunsaker, F. G. (1991). Interpersonal deception: II. The

inferiority of conversational participants as deception detectors. Communication

Monographs, 58, 25-40.

Burgoon, J. K., & Buller, D. B. (1994). Interpersonal deception: III. Effects of deceit on

perceived communication and nonverbal behavior dynamics. Journal of Nonverbal

Behavior, 18,155-184.

Burgoon, J. K., Buller, D. B., Dillman, L., & Walther, J. B. (1995). Interpersonal deception: IV.

Effects of suspicion on perceived communication and nonverbal behavior

dynamics. Human Communication Research, 22,163-196.

Burgoon, J. K., Buller, D. B., Ebesu, A. S., & Rockwell, P. (1994). Interpersonal deception: V.

Accuracy in deception detection. Communication Monographs, 61, 303-325.

Burgoon, J. K., Buller, D. B., & Guerrero, L. K. (1995). Interpersonal deception IX. Effects of

social skills on deception success and detection accuracy. Journal of Language and

Social Psychology, 14, 289-311.

Burgoon, J. K., Buller, D. B., Guerrero, L. K., Afifi, W. A., & Feldman, C. M. (1996).

Interpersonal deception: XII. Information management dimensions underlying

deceptive and truthful messages. Communication Monographs, 63, 50-69.

Burgoon, J. K., Buller, D. B., White, C. H., Afifi, W., & Buslig, A. L. S. (1999). The role of

conversational involvement in deceptive interpersonal interactions. Personality and

Social Psychology Bulletin, 25, 669-685.

Burnham, T., McCabe, K., & Smith, V. L. (2000). Friend-or-foe intentionality priming in an

extensive form trust game. Journal of Economic Behavior and Organization, 43, 57-73.

Camden, C , Motley, M. M., & Wilson, A. (1984). White lies in interpersonal communication:

A taxonomy and preliminary investigation of social motivations. Western Journal of

Speech Communication, 48, 309-325.

Camerer, C., & Thaler, R. H. (1995). Anomalies: Ultimatums, dictators, and manners. Journal

of Economic Perspectives, 9, 209-219.

Campbell, D. T., & Stanley, J. C (1963). Experimental and quasi-experimental designs for

research. In N. L. Gage (Ed.), Handbook of research in teaching (pp. 171-246). Chicago:

Rand McNally.

Carey, J. (2002, November 14). The FDA's big...free-speech challenge? Business Week.

Retrieved February 14, 2003, from http://www.businessweek.com/technology/

content/nov2002/tc20021114_1107.htm

Carlsmith, K. M., Darley, J. M., & Robinson, P. H. (2002). Why do we punish? Deterrence

and just deserts as motives for punishment. Journal of Personality and Social

Psychology, 83, 284-299.

Page 6: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 161

Carnevale, P. J., & Probst, T. M. (1998). Social values and social conflict in creative problem

solving and categorization, journal of Personality and Social Psychology, 74,1300-1309.

Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of

Psychology, 43, 531-582.

Carney, M. A., Armeli, S., Tennen, H., Affleck, G., & O'Neil, T. P. (2000). Positive and

negative daily events, perceived stress, and alcohol use: A diary study. Journal of

Consulting and Clinical Psychology, 68, 788-798.

Cayne, B. S., et al. (Eds.). (1991). Webster's dictionary of the English language (1991 ed.). New

York: Lexicon Publications.

Chatterjee, K. (1985). Disagreement in bargaining: Models with incomplete information. In

A. E. Roth (Ed.), Game theoretic models of bargaining (pp. 9-26). Cambridge, UK:

Cambridge University Press.

Chekroun, P., & Brauer, M. (2002). The bystander effect and social control behavior: The

effect of the presence of others on people's reactions to norm violations. European

Journal of Social Psychology, 32, 853-866.

Christie, R., & Geis, F. (Eds.). (1970). Studies in Machiavellianism. New York: Academic Press.

Cole, T. (2001). Lying to the one you love: The use of deception in romantic relationships.

Journal of Social and Personal Relationships, 18,107-129.

Conner, M., Fitter, M., & Fletcher, W. (1999). Stress and snacking: A diary study of daily

hassles and between-meal snacking. Psychology and Health, 14, 51-63.

Coombs, C. H. (1973). A reparameterization of the prisoner's dilemma game. Behavioral

Science, 18, 424-428.

Cosmides, L., & Tooby, J. (1992). Cognitive adaptations for social exchange. In ƒ. H. Barkow,

L. Cosmides, & J. Tooby (Eds.), The adapted mind: Evolutionary psychology and the

generation of culture (pp. 163-228). Oxford, UK: Oxford University Press.

Croson, R. T. A. (1996). Information in ultimatum games: An experimental study. Journal of

Economic Behavior and Organization, 30,197-212.

Crott, H., Kayser, E., & Lamm, H. (1980). The effects of information exchange and

communication in an asymmetrical negotiation situation. European Journal of Social

Psychology, 10,149-163.

Darby, M. R., & Kami, E. (1973). Free competition and the optimal amount of fraud. Journal

of Law and Economics, 16, 67-88.

Darley, J. M., & Latane, B. (1968). When will people help in a crisis? Psychology Today, 2, 54-

57,70-71.

Dawes, R. M. (1980). Social dilemmas. Annual Review of Psychology, 31,169-193.

Day, S., & Glater, J. D. (2003, March 19). Tobacco companies pledge to fight justice

department. New York Times. Retrieved March 24, 2003, from http://www.nytimes

Page 7: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

162 Misleading in Social Decision-Making: A Motivational Approach

.com/2003/03/19/business/19PLAC.html

De Best-Waldhober, M., & De Dreu, C. K. W. (2000). Het streven naar korte termijn voordeel

als bedreiging voor collectieve opbrengsten: Wie zet deze week de vuilniszakken

buiten? [The strive for short-term own interest as a threat to collective outcome:

Who will take out the garbage this week?] In C. Martijn, C. G. Rutte, D. A. Stapel, &

E. Van Dijk (Eds.), Fundamentele Sociale Psychologie (pp. 115-124). Delft, The

Netherlands: Eburon.

De Cremer, D. (2000). Leadership selection in social dilemmas-Not all prefer it: The

moderating effect of social value orientation. Group Dynamics, 4, 330-337.

De Dreu, C. K. W., & Carnevale, P. J. (2003). Motivational bases of information processing

and strategy in conflict and negotiation. In M. P. Zanna (Ed.), Advances in

experimental social psychology (Vol. 35, pp. 235-291). San Diego, CA: Academic Press.

De Dreu, C. K. W., Koole, S., & Steinel, W. (2000). Unfixing the fixed pie: A motivated

information processing approach to integrative negotiation. Journal of Personality

and Social Psychology, 79, 975-987.

De Dreu, C. K. W., & McCusker, C. (1997). Gain-loss frames and cooperation in two-person

social dilemmas: A transformational analysis. Journal of Personality and Social

Psychology, 72,1093-1106.

De Dreu, C. K. W., & Van de Vliert, E. (Eds.). (1997). Using conflict in organizations. London:

Sage.

De Dreu, C. K. W., & Van Kleef, G. A. (in press). The influence of power on the information

search, impression formation, and demands in negotiation. Journal of Experimental

Social Psychology.

De Dreu, C. K. W., & Van Lange, P. A. M. (1995). The impact of social value orientations on

negotiator cognition and behavior. Personality and Social Psychology Bulletin, 21,

1178-1188.

De Dreu, C. K. W., Weingart, L. R., & Kwon, S. (2000). Influence of social motives in

integrative negotiation: A meta-analytic review and test of two theories. Journal of

Personality and Social Psychology, 78, 889-905.

De Dreu, C. K. W., Yzerbyt, V. Y., & Leyens, J. P. (1995). Dilution of stereotype-based

cooperation in mixed-motive interdependence. Journal of Experimental Social

Psychology, 31, 575-593.

Dehue, F. M., McClintock, C. G., & Liebrand, W. B. (1993). Social value related response

latencies: Unobtrusive evidence for individual differences in information

processing. European Journal of Social Psychology, 23, 273-293.

DePaulo, B. M. (1992). Nonverbal behavior and self-presentation. Psychological Bulletin, 111,

203-243.

Page 8: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 163

DePaulo, B. M., & Bell, K. L. (1996). Truth and investment: Lies are told to those who care.

Journal of Personality and Social Psychology, 71, 703-716.

DePaulo, B. M., & Kashy, D. A. (1998). Everyday lies in close and casual relationships.

Journal of Personality and Social Psychology, 74, 63-79.

DePaulo, B. M., Kashy, D. A., Kirkendol, S. E., Wyer, M. M., & Epstein, J. A. (1996). Lying in

everyday life. Journal of Personality and Social Psychology, 70, 979-995.

DePaulo, B. M , Lanier, K., & Davis, T. (1983). Detecting the deceit of the motivated liar.

Journal of Personality and Social Psychology, 45,1096-1103.

DePaulo, B. M., Lindsay, J. J., Malone, B. E., Muhlenbruck, L., Charlton, K., & Cooper, H.

(2003). Cues to deception. Psychological Bulletin, 129, 74-118.

DePaulo, B. M., & Rosenthal, R. (1979). Telling lies. Journal of Personality and Social Psychology,

37,1713-1722.

DePaulo, B. M., Stone, J. I., & Lassiter, G. D. (1985). Telling ingratiating lies: Effects of target

sex and target attractiveness on verbal and nonverbal deceptive success. Journal of

Personality and Social Psychology, 48,1191-1203.

DeTurck, M. A., & Miller, G. R. (1990). Training observers to detect deception: Effects of self-

monitoring and rehearsal. Human Communication Research, 16, 603-620.

Deutsch, M. (1973). The resolution of conflict. New Haven, CT: Yale University Press.

Deutsch, M. (2000). Justice and conflict. In M. Deutsch & P. T. Coleman (Eds.), The handbook

of conflict resolution (pp. 41-64). San Francisco: Jossey-Bass.

Donahue, M. L. (1993). Early phonological and lexical development and otitis media: A

diary study. Journal of Child Language, 20, 489-501.

Donovan, J. J., Dwight, S. A., & Hurtz, G. M. (2002). An assessment of the prevalence,

severity, and verifiability of entry-level applicant faking using the randomized

response technique. Human Performance, 16, 81-106.

Drolet, A. L., & Morris, M. W. (2000). Rapport in conflict resolution: Accounting for how

face-to-face contact fosters mutual cooperation in mixed-motive conflicts. Journal of

Experimental Social Psychology, 36, 26-50.

Eichenwald, K, & Markoff, J. (2003, June 8). Deception, or just disarray, at Enron? New York

Times. Retrieved June 14, 2003, from http://www.nytimes.com/2003/06/08/business/

yourmoney/08ENRO.html

Ekman, P. (1985). Telling lies. Cues to deceit in the marketplace, politics, and marriage. New York:

Norton.

Ekman, P. (1991). Telling lies. Cues to deceit in the marketplace, politics, and marriage (revised

edition). New York: Norton.

Ekman, P., & Friesen, W. V. (1969). Nonverbal leakage and clues to deception. Psychiatry, 32,

88-106.

Page 9: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

164 Misleading in Social Decision-Making: A Motivational Approach

Ekman, P., & Friesen, W. V. (1982). Felt, false, and miserable smiles, journal of Nonverbal

Behavior, 6, 238-258.

Ekman, P., Friesen, W. V., & O'Sullivan, M. (1988). Smiles when lying, journal of Personality

and Social Psychology, 54, 414-420.

Ekman, P., O'Sullivan, M., & Frank, M. G. (1999). A few can catch a liar. Psychological Science,

10, 263-266.

Elliott, G. C. (1979). Some effects of deception and level of self-monitoring on planning and

reacting to a self-presentation. Journal of Personality and Social Psychology, 37, 1282-

1292.

England, G. (1967). Personal value systems of American managers. Academy of Management

journal, 10, 53-68.

Enron board: We were misled. (2002, May 7). CNN Money. Retrieved March 28, 2003, from

http://money.cnn.com/2002/05/07/news/companies/enron_board/

Exline, R. V., Thibaut, J., Hickey, C , & Gumpert, P. (1970). Visual interaction in relation to

Machiavellianism and an unethical act. In R. Christie & F. Geis (Eds.), Studies in

Machiavellianism (pp. 53-75). New York: Academic Press.

Feder, B. J. (2003, June 10). WorldCom enabled huge fraud, investigations find. New York

Times. Retrieved June 14, 2003, from http://www.nytimes.com/2003/06/10/

business/lOPHON.html

Fehr, E., Fischbacher, U., & Gachter, S. (2002). Strong reciprocity, human cooperation, and

the enforcement of social norms. Human Nature, 13,1-25.

Fehr, E., & Gachter, S. (2002). Altruistic punishment in humans. Nature, 415,137-140.

Feldman, R. S., Forrest, J. A., & Happ, B. R. (2002). Self-presentation and verbal deception:

Do self-presenters lie more? Basic and Applied Social Psychology, 14, 163-170.

Folger, R., & Skarlicki, D. P. (2001). Fairness as a dependent variable: Why tough times can

lead to bad management. In R. Cropanzano (Ed.), Justice in the workplace: Prom theory

to practice (Vol. 2, pp. 97-118). Mahwah, NJ: Erlbaum.

Ford, C. V. (1995). Lies! Lies!! Lies!!! The psychology of deceit. Washington, DC: American Psychiatric Press.

French, J. R. P., Jr., & Raven, B. (1959). The bases of social power. In D. Cartwright (Ed.),

Studies in social power (pp. 150-167). Ann Arbor: University of Michigan Press.

Freud, S. (1935). Inhibitions, symptoms, and anxieties. Psychoanalytic Quarterly, 5, 261-279.

Freudenheim, M., & Abelson, R. (2003, March 21). HealthSouth regroups in effort to avoid

bankruptcy. New York Times. Retrieved March 24, 2003, from http://www

.nytimes.com/2003/03/21/business/21CARE.html

Fry, W. R., Firestone, I. J., & Williams, D. L. (1983). Negotiation process and outcome of

stranger dyads and dating couples: Do lovers lose? Basic and Applied Social

Page 10: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 165

Psychology, 4,1-16.

Gabrenya, W. K., Jr., & Arkin, R. M. (1980). Self-monitoring scale: Factor structure and

correlates. Personality and Social Psychology Bulletin, 6,13-22.

Garling, T. (1999). Value priorities, social value orientations and cooperation in social

dilemmas. British Journal of Social Psychology, 38, 397-408.

Geizer, R. S., Rarick, D. L., & Soldow, G. F. (1977). Deception and judgment accuracy: A

study in person perception. Personality and Social Psychology Bulletin, 3, 446-449.

Gelfand, M. J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment

accuracy and negotiation processes in individualistic and collectivistic cultures.

Organizational Behavior and Human Decision Processes, 79, 248-269.

Gilovich, T., Savitsky, K., & Medvec, V. H. (1998). The illusion of transparency: Biased assessments of others' ability to read one's emotional states. Journal of Personality and

Social Psychology, 75, 332-346.

Goffman, E. (1974). Frame analysis: An essay on the organization of experience. New York: Harper & Row.

Gruder, C. L. (1971). Relationships with opponent and partner in mixed motive bargaining.

Journal of Conflict Resolution, 15, 403-416.

Gumbel, P. (2003, March 10). Get Ahold of the problem. Time Europe Magazine, 161 (No. 10).

Retrieved March 28, 2003, from http://www.time.com/time/europe/magazine/

article/0,13005,901030310-428135,00.html

Giith, W., & Tietz, R. (1990). Ultimatum bargaining behavior: A survey and comparison of

experimental results. Journal of Economic Psychology, 11, 417-449.

Hafner, K., & Flynn, L. J. (2003, June 21). E-mail swindle uses false report about a swindle.

New York Times. Retrieved June 22, 2003, from http://www.nytimes.com/

2003/06/21/technology/21CARD.html

Hammond, J., & McGuire, N. L. (1994). Collections and recovery: Dust off that paper. Credit

Card Management, 76, 90-96.

Hample, D. (1980). Purposes and effects of lying. Southern Speech Communication Journal, 46, 33-47.

Harney, J. W. (1943). Pupillary responses during deception. Journal of Criminal Law and

Criminology, 34,135-136.

Hegarty, W. H , & Sims, H. P., Jr. (1978). Some determinants of unethical decision behavior: An experiment. Journal of Applied Psychology, 63, 451-457.

Heicklen, M. J. (1998). Licensing your restaurant's name, trademark. Nation's Restaurant

News, 3226, 20046-20048.

Homant, R., & Rokeach, M. (1970). Values for honesty and cheating behavior. Personality, 1,

153-162.

Page 11: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

166 Misleading in Social Decision-Making: A Motivational Approach

Hough, L. M., & Ones, D. S. (2001). The structure, measurement, validity, and use of

personality variables in industrial, work, and organizational psychology. In N.

Anderson, D. S. Ones, H. K. Sinangil, & C. Viswesvaran (Eds.), Handbook of

industrial and organizational psychology (Vol. 1, pp. 233-277). London: Sage.

Iacono, W. G., & Lykken, D. T. (1997). The validity of the lie detector: Two surveys of

scientific opinion. Journal of Applied Psychology, 82, 426-433.

Iacono, W. G., & Patrick, C. J. (1999). Polygraph ("lie detector") testing: The state of the art. In

A. K. Hess & I. B. Weiner (Eds.), The handbook of forensic psychology (2nd ed., pp. 440-

473). New York: John Wiley & Sons.

Iedema, J., & Poppe, M. (1995). Perceived consensus of one's social value orientation in

different populations in public and private circumstances. European journal of Social

Psychology, 25, 497-507.

Inohara, T., Takahashi, S., & Nakano, B. (1997). Impossibility of deception in a conflict

among subjects with interdependent preferences. Applied Mathematics and

Computation, 81, 221-224.

Kadlec, D. (2002, January 13). Enron: Who's accountable? Time. Retrieved March 28, 2003,

fromhttp://www.time.com/time/business/article/0,8599,193520,00.html

Kagel, J. H., & Roth, A. E. (1995). The handbook of experimental economics. Princeton, NJ:

Princeton University Press.

Kashy, D. A., & DePaulo, B. M. (1996). Who Lies? journal of Personality and Social Psychology,

70,1037-1051.

Keating, C. F., & Heltman, K. R. (1994). Dominance and deception in children and adults:

Are leaders the best misleaders? Personality and Social Psychology Bulletin, 20, 312-

321.

Kelley, H. H. (1966). A classroom study of the dilemmas in interpersonal negotiations. In K.

Archibald (Ed.), Strategic interaction and conflict (pp. 49-73). Berkeley: University of

California.

Kelley, H. H , & Stahelski, A. J. (1970). Social interaction basis of cooperators' and

competitors' beliefs about others. Journal of Personality and Social Psychology, 16, 66-

91.

Kelley, H. H , & Thibaut, J. W. (1978). Interpersonal relations. A theory of interdependence. New

York: Wiley-Interscience.

Kenny, D. A., Kashy, D. A., & Bolger, N. (1998). Data analysis in social psychology. In D.

Gilbert, S. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (Vol. 1, 4th

ed., pp. 233-265). Boston: McGraw-Hill.

Kerr, N. L. (1999). Anonymity and social control in social dilemmas. In M. Foddy, M.

Smithson, S. Schneider, & M. Hogg (Eds.), Resolving social dilemmas: Dynamic,

structural, and intergroup aspects (pp. 103-119). Philadelphia: Psychology Press.

Page 12: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 167

Kimmel, A. J. (2001). Deception in marketing research and practice: An introduction.

Psychology & Marketing, 18, 657-661.

Kohlberg, L. (1969). Stage and sequence: The cognitive-developmental approach to

socialization. In D. A. Goslin (Ed.), Handbook of socialization theory and research (pp.

347-480). Chicago: Rand McNally.

Komorita, S. S., & Parks, C. D. (1995). Interpersonal relations: Mixed-motive interaction.

Annual Review of Psychology, 46,183-207.

Kuhlman, D. M., Camac, C , & Cunha, D. A. (1986). Individual differences in social

orientation. In H. A. M. Wilke, D. M. Messick, & C. G. Rutte (Eds.), Experimental

social dilemmas (pp. 151-176). Frankfurt am Main, Germany: Peter Lang.

Kuhlman, D. M., & Marshello, A. F. (1975). Individual differences in game motivation as

moderators of preprogrammed strategy effects in prisoner's dilemma. Journal of

Personality and Social Psychology, 32, 922-931.

Lahno, B. (1995). Trust, reputation, and exit in exchange relationships. Journal of Conflict

Resolution, 39, 495-510.

Langenderfer, }., & Shimp, T. A. (2001). Consumer vulnerability to scams, swindles, and

fraud: A new theory of visceral influences on persuasion. Psychology & Marketing,

18, 763-783.

Larkin, J. E. (1987). Are good teachers perceived as high self-monitors? Personality and Social

Psychology Bulletin, 13, 64-72.

Larson, J. A. (1925). Present police and legal methods for the determination of the innocence

or guilt of the suspect. Journal of Criminal Law and Criminology, 16, 219-271.

Lefcourt, H. M. (1982). Locus of control: Current trends in theory and research (2nd ed.).

Hillsdale, NJ: Erlbaum.

Leming, J. S. (1978). Cheating behavior, situational influence, and moral development.

Journal of Educational Research, 71, 214-217.

Lennox, R. D., & Wolfe, R. N. (1984). Revision of the self-monitoring scale. Journal of

Personality and Social Psychology, 46,1349-1364.

Levin, R. A., & Zickar, M. J. (2002). Investigating self-presentation, lies, and bullshit:

Understanding faking and its effects on selection decisions using theory, field

research, and simulation. In C. L. Hulin, F. Drasgow, & J. M. Brett (Eds.), The

psychology of work: Theoretically based empirical research (pp. 253-276). Mahwah, NJ:

Erlbaum.

Levine, T. R., Anders, L. N., Banas, J., Baum, K. L., Endo, K., Hu, A. D. S., et al. (2000).

Norms, expectations, and deception: A norm violation model of veracity

judgments. Communication Monographs, 67,123-137.

Lewicki, R. J. (1983). Lying and deception: A behavioral model. In M. H. Bazerman & R. J.

Lewicki (Eds.), Negotiating in organizations (pp. 68-90). Beverly Hills, CA: Sage.

Page 13: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

168 Misleading in Social Decision-Making: A Motivational Approach

Liebrand, W. B. G., Jansen, R. W. T. L., Rijken, V. M., & Suhre, C. J. M. (1986). Might over

morality: Social values and the perception of other players in experimental games.

Journal of Experimental Social Psychology, 22, 203-215.

Liebrand, W. B. G., & Van Run, G. (1985). The effects of social motives across two cultures on

behavior in social dilemmas. Journal of Experimental Social Psychology, 21, 86-102.

Lindskold, S., & Han, G. (1988). GRIT as a foundation for integrative bargaining. Personality

and Social Psychology Bulletin, 14, 335-345.

Lindskold, S., & Horai, J. (1974). Effects of target's disclosure of intent on exercise of

influence in conflict. Psychological Reports, 34, 623-629.

Lindskold, S., & Walters, P. S. (1983). Categories for acceptability of lies. Journal of Social

Psychology, 120,129-136.

Lippard, P. V. (1988). "Ask me no questions, I'll tell you no lies": Situational exigencies for

interpersonal deception. Western Journal of Speech Communication, 52, 91-103.

Loving, T. J., & Agnew, C. R. (2001). Socially desirable responding in close relationships: A

dual-component approach and measure. Journal of Social and Personal Relationships,

18, 551-573.

Lykken, D. T. (1998). A tremor in the blood: Uses and abuses of the lie detector. New York:

Plenum Press.

Marlowe, D., Gergen, K. J., & Doob, A. N. (1966). Opponent's personality, expectation of

social interaction, and interpersonal bargaining. Journal of Personality and Social

Psychology, 3, 206-213.

McClintock, C. G. (1972). Social motivation - A set of propositions. Behavioral Science, 17, 438-

454.

McClintock, C. G. (1976). Social motives in settings of outcome interdependence. In D.

Druckman (Ed.), Negotiations: Social psychological perspective (pp. 49-77). Beverly

Hills, CA: Sage.

Meeus, J. (2003, March 1). Ahold hield informatie jaren achter [Ahold held information back

for years]. De Volkskrant, frontpage.

Messick, D. M., & Liebrand, W. B. G. (1995). Individual heuristics and the dynamics of

cooperation in large groups. Psychological Review, 102,131-145.

Messick, D. M., & McClintock, C. G. (1968). Motivational basis of choice in experimental

games. Journal of Experimental Social Psychology, 4,1-25.

Metts, S. (1989). An exploratory investigation of deception in close relationships. Journal of

Social and Personal Relationships, 6, 159-179.

Miller, G. R., DeTurck, M. A., & Kalbfleisch, P. J. (1983). Self-monitoring, rehearsal, and

deceptive communication. Human Communication Research, 10, 97-117.

Miller, G. R., Mongeau, P. A., & Sleight, C. (1986). Fudging with friends and lying to lovers:

Page 14: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 169

Deceptive communication in personal relationships. Journal of Personal and Social

Relationships, 3, 495-512.

Miller, M. L., & Thayer, J. F. (1989). On the existence of discrete classes in personality: Is self-

monitoring the correct joint to carve? Journal of Personality and Social Psychology, 57,

143-155.

Monteverde, F. J., Paschke, R., & Tedeschi, J. T. (1974). The effectiveness of honesty and

deceit as influence tactics. Sociometry, 37, 583-591.

Murnighan, J. K., Babcock, L., Thompson, L. L., & Pillutla, M. (1999). The information

dilemma in negotiations: Effects of experience, incentives, and integrative potential.

International Journal of Conflict Management, 10, 313-339.

Nemeth, C. (1970). Bargaining and reciprocity. Psychological Bulletin, 5, 297.

Nemeth, C. (1972). A critical analysis of research utilizing the prisoner's dilemma paradigm

for the study of bargaining. In L. Berkowitz (Ed.), Advances of experimental social

psychology (Vol. 5, pp 203-234). New York: Academic Press.

O'Bannon, R. M., Goldinger, L., & Appleby, G. S. (1989). Honesty and integrity testing: A

practical guide. Atlanta, GA: Applied Information Ressources.

OGonnor, K. M., & Carnevale, P. J. (1997). A nasty but effective negotiation strategy:

Misrepresentation of a common-value issue. Personality and Social Psychology

Bulletin, 23, 504-515.

O'Hair, H. D., Cody, M. ]., & McLaughlin, M. L. (1981). Prepared lies, spontaneous lies,

Machiavellianism, and nonverbal communication. Human Communication Research,

7, 325-339.

Olechowski, R. (1967). Experimente über den Stimm- und Sprechausdruck beim Lügen

[Experiments on voice modulation while telling lies]. Zeitschrift fiir Experimentelle

und Angewandte Psychologie, 14, 474-482.

Olekalns, M., Smith, P. L., & Kibby, R. (1996). Social value orientations and negotiator

outcomes. European Journal of Social Psychology, 26, 299-313.

Ones, D. S., Viswesvaran, C , & Schmidt, F. L. (1993). Comprehensive meta-analysis of

integrity test validities: Findings and implications for personnel selection and

theories of job performance. Journal of Applied Psychology, 78, 679-703.

Opzettelijke misleiding: Foute info Sara Lee in Ahold-zaak [Deliberate misleading: Wrong

information Sara Lee in Ahold case]. (2003, April 8). NRC Handelsblad. Retrieved

April 9, 2003, from http://www.nrc.nl/economie/artikel/1049778743342.html

Paese, P. W., & Gilin, D. A. (2000). When an adversary is caught telling the truth: Reciprocal

cooperation versus self-interest in distributive bargaining. Personality and Social

Psychology Bulletin, 26, 79-90.

Parks, C. D., Henager, R. F., & Scamahorn, S. D. (1996). Trust and reactions to messages of

intent in social dilemmas. Journal of Conflict Resolution, 40,134-151.

Page 15: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

170 Misleading in Social Decision-Making: A Motivational Approach

Parks, C. D., & Rumble, A. C. (2001). Elements of reciprocity and social value orientation.

Personality and Social Psychology Bulletin, 27,1301-1309.

Pavlidis, I., Eberhardt, N. L., & Levine, J. A. (2002a). Seeing through the face of deception.

Nature, 415, 35.

Pavlidis, I., Eberhardt, N. L., & Levine, J. A. (2002b). "Seeing through the face of deception":

Errata. Nature, 415, 602.

Pillutla, M. M., & Murnighan, J. K. (1995). Being fair or appearing fair: Strategic behavior in

ultimatum bargaining. Academy of Management Journal, 38,1408-1426.

Pillutla, M. M., & Murnighan, J. K. (1996). Unfairness, anger, and spite: Emotional rejections

of ultimatum offers. Organizational Behavior and Human Decision Processes, 68, 208-

224.

Pinkley, R. L., Griffith, T. L., & Northcraft, G. B. (1995). "Fixed pie" a la mode: Information

availability, information processing, and the negotiation of suboptimal agreements.

Organizational Behavior and Human Decision Processes, 62,101-112.

Price, M. E., Cosmides, L., & Tooby, J. (2002). Punitive sentiment as an anti-free rider

psychological device. Evolution and Human Behavior, 23, 203-231.

Pruitt, D. G. (1990). Problem solving and cognitive bias in negotiation: A commentary. In B.

Sheppard, M. H. Bazerman, & R. J. Lewicki (Eds.), Research on negotiation in

organizations (vol. 2, pp. 117-124). Greenwich, CT: JAI Press.

Pruitt, D. G. (1998). Social conflict. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The

handbook of social psychology (Vol. 2, 4th ed., pp. 470-503). New York: McGraw-Hill.

Pruitt, D. G., & Carnevale, P. J. (1993). Negotiation in social conflict. Buckingham, UK: Open

University Press.

Pruitt, D. G., & Kimmel, M. J. (1977). Twenty years of experimental gaming: Critique,

synthesis, and suggestions for the future. Annual Review of Psychology, 28, 363-92.

Pugh-Lilly, A. O., Neville, H. A., & Poulin, K. L. (2001). In protection of ourselves: Black

girls' perceptions of self-reported delinquent behaviors. Psychology of Women

Quarterly, 25,145-154.

Rapoport, A., & Eshed, L. D. (1989). Provision of step-level public goods: Effects of greed

and fear of being gypped. Organizational Behavior and Human Decision Processes, 44,

325-344.

Rapoport, A., & Guyer, M. (1966). A taxonomy of 2 x 2 games. General Systems, 11, 203-213.

Reis, H. T., & Gable, S. L. (2000). Event-sampling and other methods for studying everyday

experience. In H. T. Reis & C. M. Judd (Eds.), Handbook of research methods in social

and personality psychology (pp. 190-222). Cambridge, UK: Cambridge University

Press.

Reis, H. T., & Wheeler, L. (1991). Studying social interaction with the Rochester Interaction

Page 16: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 171

Record. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 24, pp.

269-318). San Diego, CA: Academic Press.

Rest, J. R. (1979). Development in judging moral issues. Minneapolis: University of Minnesota

Press.

Riggio, R. E., & Friedman, H. S. (1983). Individual differences and cues to deception. Journal

of Personality and Social Psychology, 45, 899-915.

Robinson, R. J., Lewicki, J. J., & Donahue, E. M. (2000). Extending and testing a five factor

model of ethical and unethical bargaining tactics: Introducing the SINS scale.

Journal of Organizational Behavior, 21, 649-664.

Rokeach, M. (1973). The nature of human values. New York: Free Press.

Rosenfeld, P., Giacalone, R. A., & Riordan, C. A. (1995). Impression management in

organizations. London: Routledge.

Roth, A. E. (Ed.). (1985). Game-theoretic models of bargaining. Cambridge, UK: Cambridge

University Press.

Rotter, J. B. (1966). Generalized expectancies for internal versus external control of

reinforcement. Psychological Monographs, 80 (Whole No. 609).

Rowatt, W. C, Cunningham. M. R., & Druen, P. B. (1998). Deception to get a date. Personality

and Social Psychology Bulletin, 24,1228-1242.

Rubin, J. Z. (1989). Some wise and mistaken assumptions about conflict and negotiation.

Journal of Social Issues, 45,195-209.

Rubin, J. Z., & Brown, B. (1975). The social psychology of bargaining and negotiation. New York:

Academic Press.

Rubin, J. Z., Pruitt, D. G., & Kim, S. H. (1994). Social conflict: Escalation, stalemate, and

settlement (2nd ed.). New York: McGraw-Hill.

Rusbult, C. E., & Van Lange, P. A. M. (1996). Interdependence processes. In E. T. Higgins &

A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 564-596).

New York: Guilford Press.

Rusbult, C. E., & Van Lange, P. A. M. (2003). Interdependence, interaction and relationships.

Annual Review of Psychology, 54, 351-375.

Saarni, C , & Lewis, M. (1993). Deceit and illusion in human affairs. In M. Lewis & C. Saarni

(Eds.), Lying and deception in everyday life (pp. 1-29). New York: Guilford Press.

Sackett, P. R., Burris, L. R., & Callahan, C. (1989). Integrity testing for personnel selection: An

update. Personnel Psychology, 42, 491-529.

Sackett, P. R., & Harris, M. M. (1984). Honesty testing for personnel selection: A review and

critique. Personnel Psychology, 37, 221-245.

Saxe, L. (1991). Lying. Thoughts of an applied social psychologist. American Psychologist, 46,

409-415.

Page 17: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

172 Misleading in Social Decision-Making: A Motivational Approach

Saxe, L. (1994). Detection of deception: Polygraph and integrity tests. Current Directions in

Psychological Science, 3, 69-73.

Schelling, T. C. (1960). The strategy of conflict. Cambridge, MA: Harvard University Press.

Schweitzer, M. E., & Croson, R. (1999). Curtailing deception: The impact of direct questions

on lies and omissions. International Journal of Conflict Management, 10, 225-248.

Sengupta, J., Dahl, D. W., & Gorn, G. J. (2002). Misrepresentation in the consumer context.

Journal of Consumer Psychology, 12, 69-79.

Shapiro, D. L., Lewicki, R. J., & Devine, P. (1995). When do employees use deceptive tactics

to stop unwanted organizational change: A relational perspective. In R. J. Bies, R. J.

Lewicki, & B. H. Sheppard (Eds.), Research on negotiation in organizations (Vol. 5, pp.

155-184). Greenwich, CT: JAI Press.

Sheldon, K. M. (1999). Learning the lessons of tit-for-tat: Even competitors can get the

message. Journal of Personality and Social Psychology, 77,1245-1253.

Shuptrine, F. K., Bearden, W. O., & Teel, J. E. (1990). An analysis of the dimensionality and

reliability of the Lennox and Wolfe revised self-monitoring scale. Journal of

Personality Assessment, 54, 515-522.

Siegman, A. W., & Reynolds, M. A. (1983). Self-monitoring and speech in feigned and

unfeigned lying. Journal of Personality and Social Psychology, 45,1325-1333.

Snyder, M. (1974). Self-monitoring of expressive behavior. Journal of Personality and Social

Psychology, 30, 526-537.

Snyder, M., & Gangestad, S. (1986). On the nature of self-monitoring: Matters of assessment,

matters of validity. Journal of Personality and Social Psychology, 51,125-139.

Sonnentag, S. (2001). Work, recovery activities, and individual well-being: A diary study.

Journal of Occupational Health Psychology, 6,196-210.

Steinel, W., & De Dreu, C. K. W. (2003). Concern with reputation as a barrier against lying. Paper

submitted for publication.

Steinel, W., & De Dreu, C. K. W. (in press). Social motives and strategic misrepresentation in

social decision-making. Journal of Personality and Social Psychology.

Straub, P. G., & Murnighan, J. K. (1995). An experimental investigation of ultimatum games:

Information, fairness, expectations, and lowest acceptable offers. Journal of Economic

Behavior and Organization, 27,345-364.

Tenbrunsel, A. E. (1998). Misrepresentation and expectations of misrepresentation in an

ethical dilemma: The role of incentives and temptation. Academy of Management

Journal, 41, 330-339.

Thompson, L. (1991). Information exchange in negotiation. Journal of Experimental Social

Psychology, 27,161-179.

Page 18: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

REFERENCES 173

Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior

and Human Decision Processes, 47, 98-123.

Tice, D. M., & Baumeister, R. F. (1985). Masculinity inhibits helping in emergencies:

Personality does predict the bystander effect. Journal of Personality and Social

Psychology, 49, 420-428.

Tinsley, C. H , O'Connor, K. M., & Sullivan, B. A. (2002). Tough guys finish last: The perils of a distributive reputation. Organizational Behavior and Human Decision Processes, 88,

621-642.

Trevino, L. K. (1986). Ethical decision making in organizations: A person-situation

interactionist model. Academy of Management Review, 11, 601-617.

Trevino, L. K., & Youngblood, S. A. (1990). Bad apples in bad barrels: A causal analysis of

ethical decision-making behavior. Journal of Applied Psychology, 75, 378-385.

Triandis, H. C , Camevale, P. J., Gelfand, M., Robert, C , Wash, S. A., Probst, T., et al. (2001). Culture and deception in business negotiations: A multilevel analysis. International

Journal of Cross Cultural Management, 1, 73-90.

Turner, R. E., Edgley, C , & Olmstead, G. (1975). Information control in conversations:

Honesty is not always the best policy. Kansas Journal of Sociology, 11, 69-89.

Van Dijk, E., De Cremer, D., & Handgraaf, M. J. J. (2002). Social value orientations and the

strategic use of fairness in ultimatum bargaining. Manuscript submitted for publication.

Van Dijk, E., & Vermunt, R. (2000). Strategy and fairness in social decision making:

Sometimes it pays to be powerless. Journal of Experimental Social Psychology, 36,1-25.

Van Kleef, G. A., & De Dreu, C. K. W. (2002). Social value orientation and impression

formation: A test of two competing hypotheses about information search in

negotiation. International Journal of Conflict Management, 13, 59-77.

Van Lange, P. A. M. (1992). Confidence in expectations: A test of the triangle hypothesis. European Journal of Personality, 6, 371-379.

Van Lange, P. A. M. (1999). The pursuit of joint outcomes and equality in outcomes: An

integrative model of social value orientation. Journal of Personality and Social

Psychology, 77, 337-349.

Van Lange, P. A. M., Agnew, C. R., Harinck, F., & Steemers, G. E. M. (1997). From game theory to real life: How social value orientation affects willingness to sacrifice in ongoing close relationships. Journal of Personality and Social Psychology, 73, 1330-1344.

Van Lange, P. A. M„ & Kuhlman, D. M. (1990). Expected cooperation in social dilemmas:

The influence of own social value orientation and other's personality characteristics.

In P. J. D. Drenth, J. A. Sergeant, & R. J. Takens (Eds.), European perspectives in

psychology, Vol. 3: Work and organizational, social and economic, cross-cultural (pp. 239-

250). Oxford, UK: Wiley.

Page 19: UvA-DARE (Digital Academic Repository) Misleading in ...cooperative future interaction in negotiation, journal of Experimental Social Psychology, 20, 323-335. Berrien, F. K. (1942)

174 Misleading in Social Decision-Making: A Motivational Approach

Van Lange, P. A. Mv & Kuhlman, D. M. (1994). Social value orientations and impressions of

partner's honesty and intelligence: A test of the might versus morality effect. Journal

of Personality and Social Psychology, 67,126-141.

Van Lange, P. A. M., Liebrand, W. B., & Kuhlman, D. M. (1990). Causal attribution of choice

behavior in three N-person prisoner's dilemmas. Journal of Experimental Social

Psychology, 26, 34-48.

Van Lange, P. A. M., & Visser, K. (1999). Locomotion in social dilemmas: How people adapt

to cooperative, tit-for-tat, and noncooperative partners. Journal of Personality and

Social Psychology, 77, 762-773.

Visser, P. S., Krosnick, J. A., & Lavrakas, P. J. (2000). Survey research. In H. T. Reis & C. M.

Judd (Eds.), Handbook of research methods in social and personality psychology (pp. 223-

252). Cambridge, UK: Cambridge University Press.

Viswesvaran, C , & Ones, D. S. (1999). Meta-analyses of fakability estimates: Implications for

personality measurement. Educational and Psychological Measurement, 59, 197-210.

Vorauer, J. D., & Ross. M. (1999). Self-Awareness and feeling transparent: Failing to suppress

one's self. Journal of Experimental Social Psychology, 35, 415-440.

Vrij, A. (2000). Detecting lies and deceit: The psychology of lying and the implications for

professional practice. Chichester, UK: John Wiley & Sons.

Vrij, A. (2001). Detecting the liars. Psychologist, 14, 596-598.

Vrij, A., & Mann, S. (2001). Telling and detecting lies in a high-stake situation: The case of a

convicted murderer. Applied Cognitive Psychology, 15,187-203.

Vrij, A., Edward, K, & Bull, R. (2001a). People's insight into their own behaviour and speech

content while lying. British Journal of Psychology, 92, 373-389.

Vrij, A., Edward, K, & Bull, R. (2001b). Stereotypical verbal and nonverbal responses while

deceiving others. Personality and Social Psychology Bulletin, 27, 899-909.

Walley, L., & Smith, M. (1998). Deception in selection. New York: Wiley.

Wheeler, L., & Reis, H. T. (1991) Self-recording of everyday life events: Origins, types, and

uses. Journal of Personality, 59, 339-354.

Yuile, J. C. (Ed.). (1989). Credibility assessment. Dordrecht, The Netherlands: Kluwer.

Zuckerman, M., DePaulo, B. M., & Rosenthal, R. (1981). Verbal and nonverbal

communication of deceit. In L. Berkowitz (Ed.), Advances in experimental social

psychology (Vol. 14, pp. 1-59). New York: Academic Press.

Zuckerman, M., Koestner, R., & Alton, A. O. (1984). Learning to detect deception. Journal of

Personality and Social Psychology, 46, 519-528.

Zuckerman, M., Lipets, M. S., Koivumaki, J. H., & Rosenthal, R. (1975). Encoding and

decoding nonverbal cues of emotion. Journal of Personality and Social Psychology, 32,

1068-1076.