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often be disappointed their offers were not accepted. While little can be
done to assuage that disappointment, fair and honest treatment
throughout the offer and negotiation process, coupled with prompt,
ongoing and open communication, can enhance the chances that all

buyers – successful or not – will feel they were treated fairly and
honestly.

ASSIGNMENTS
1. Discuss the main idea of the text.
2. What does the term ‘multiple’ mean?
3. Discuss pros and cons of the “Multiple Offer Negotiations”.

4. Is making your offer confidential reasonable? Why?
5. What does the term ‘offer is ‘on the table’’ mean?
6. What results may bring patience in negotiations?

7. What obligates realtors to be honest with all parties?
8. Why is this text important for reading?
9. Can you give your own title to this text?

10. Summarize the text.

Text 4

DECEPTION IN NEGOTIATIONS: THE ROLE OF
EMOTIONS
52
By Francesca Gino and Catherine Shea
The Use of Deception in Negotiation
To deceive or not to deceive? This is a fundamental dilemma for
negotiators. In most negotiations, the parties have incomplete and

private information and thus face an information dilemma. Namely,
revealing information facilitates value creation, but may inhibit value
claiming by exposing negotiators to the possibility of being exploited by
their counterpart (Aquino, 1998; Murnighan, Babcock, Thompson, &

Pillutla, 1999). Honesty may be the best policy for creating value, but it
increases personal risk. Consequently, negotiators face the temptation to
engage in deception as a self-protective strategy (Dees & Cramton,

1991).

52
Gino F. Deception in Negotiations: The Role of Emotions / Francecka Gino,
Catherine Shea. – Available at: http://www.francescagino.com/uploads/4/7/4/7
/4747506/gino_shea_chapter_2012.pdf