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Perceived deception in negotiation: Consequences and the mediating role of trust.

ABSTRACT

Previous research on deception in negotiation focused primarily on the deceiver. It was posited that studying perceived deception from the recipient of a suspected deception is critical, but it receives scant attention in research. Drawing from the research on paranoid cognition and on detection of deception, perceived deception was examined through the display of nonverbal cues that are stereotypical of deception. Using videos simulating a negotiation scenario, Study 1 showed that deceptive nonverbal cues triggered perceived deception, and it was related to trustworthiness perception, intended concession, willingness to disclose information, and satisfaction with the negotiation counterpart negatively. Study 2 provided support for a sequential mediation model: The effect of deceptive nonverbal cues on negotiation responses was first mediated by perceived deception and subsequently by trust. Subtle cues of gaze aversion and speech pauses were able to trigger the effect. Implications of the findings on trust in negotiation are discussed.