People avoid situations that enable them to deceive others

Shaul Shalvi, Michel J.J. Handgraaf, Carsten K.W. De Dreu

Research output: Contribution to journalArticlepeer-review

28 Scopus citations

Abstract

Information advantage enables people to benefit themselves by deceiving their counterparts. Using a modified ultimatum bargaining game with an exit option, we find that people are more likely to avoid settings enabling them to privately deceive their counterparts than settings which do not enable deception. This tendency is explained by people's reduced desire to become responsible for the other's outcomes when deception is possible. Results of three experiments show that people avoid entering a setting that enables deception by appearing fair while being unfair (Exp. 1-3). Experiment 2 showed that this tendency was reduced when interaction partners were displayed as competitive rather than cooperative. Experiment 3 showed a stronger tendency to avoid tempting situations that enable private deception than to approach situations in which one can privately benefit others. We conclude that when navigating through social space, people avoid situations enabling them to deceive others.

Original languageEnglish
Pages (from-to)1096-1106
Number of pages11
JournalJournal of Experimental Social Psychology
Volume47
Issue number6
DOIs
StatePublished - 1 Nov 2011
Externally publishedYes

Keywords

  • Bargaining
  • Deception
  • Decision making
  • Dishonesty
  • Exit option
  • Ultimatum game

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