M.-H. Tsai, L. Rees, J. Parlamis, M. A. Gross, D. A. Cai
14 episodes
4 months ago
“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
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“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
Episode 5: Prosocial lies: When Deception Breeds Trust
Article to Audio
31 minutes
2 years ago
Episode 5: Prosocial lies: When Deception Breeds Trust
Philosophers, psychologists, and economists have long asserted that deception harms trust. We challenge
this claim. Across four studies, we demonstrate that deception can increase trust. Specifically, prosocial
lies increase the willingness to pass money in the trust game, a behavioral measure of benevolence-based
trust. In Studies 1a and 1b, we find that altruistic lies increase trust when deception is directly experienced and when it is merely observed. In Study 2, we demonstrate that mutually beneficial lies also
increase trust. In Study 3, we disentangle the effects of intentions and deception; intentions are far more
important than deception for building benevolence-based trust. In Study 4, we examine how prosocial
lies influence integrity-based trust. We introduce a new economic game, the Rely-or-Verify game, to measure integrity-based trust. Prosocial lies increase benevolence-based trust, but harm integrity-based
trust. Our findings expand our understanding of deception and deepen our insight into the mechanics
of trust.
Article to Audio
“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
