We discuss the consequences of undetected lies for professional relationships. Lying is common in various professional contexts and typically goes undetected. However, recent research on deception in negotiation reveals that, despite potential economic benefits, undetected lies have hidden relational costs. In our studies, lies were designed to enable lucrative economic deals, and lies typically remained hidden from unsuspecting targets. Nevertheless, lying undermined negotiators’ satisfaction with their own deals and reduced their desire to interact with their counterpart again. We conclude that despite the potential short-term benefits of deception in negotiation, encouraging honesty in the workplace is crucial for building high-quality relationships and promoting employee engagement.
About Rutgers Business Review
About Us
Alex B. Van Zant
Rutgers University, USA
Alex B. Van Zant is an Assistant Professor in the Department of Management & Global Business at Rutgers Business School–Newark and New Brunswick, Rutgers University. His research examines how people can enhance their ability to manage impressions in interpersonal...
Jessica A. Kennedy
Vanderbilt University, USA
Jessica A. Kennedy is an Associate Professor of Management at Vanderbilt University. She holds a PhD from UC Berkeley and a B.S. from the University of Pennsylvania, and her research investigates potential conflicts between ethical values and career outcomes.
Laura J. Kray
University of California, Berkeley, USA
Laura J. Kray is a Professor at UC Berkeley's Haas School of Business in the Management of Organizations group. Her research examines the role of gender stereotypes and mindsets on workplace behavior, including negotiations and ethical decision-making.
Related articles
Human Resources
Management
Balancing Acts in Hybrid Work: Insights from Employees with Disabilities and Managers on Flexibility and Fairness
by Terri R. Kurtzberg, Mason Ameri
Hybrid work has advantages for everyone, but especially for employees with disabilities. In a survey of 100 managers and 100 employees with disabilities, we...
Human Resources
Management
Unlocking the Three Tiers of Nonemployees: Reimagining and Winning the Competition for Talent
by K.S. Manikandan, Padmavathi Shenoy
The competition for talent is often viewed as a zero-sum game, which is incorrect. Rather than fighting over a limited talent pool, companies should seek to...