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
Leadership
Human Resources
Executive Insights: The Indelible Influence of the COVID-19 Pandemic – How Do Leaders and Managers Deal with This New Reality
by Aditya Simha, Fariss T. Mousa
This interview article examines and describes some of the lasting and indelible influences and effects of the recent COVID-19 pandemic on work life and...
Management
Human Resources
Exploring the Great Resignation – Implications and Strategic Measures for Business
by Deepanjana Varshney
One of the triggers of the pandemic in the corporate sector has been the spree of people resigning from their jobs across the business sectors from 2021...