When better is worse: Envy and the use of deception.

Simone Moran, Maurice E. Schweitzer

Research output: Contribution to journalArticlepeer-review

Abstract

In this article, we describe how envy motivates deception. We find that individuals who envy a counterpart are more likely to deceive them than are individuals who do not envy their counterpart. Across both a scenario and a laboratory study, we explore the influence of envy in a negotiation setting. Negotiations represent a domain in which social comparisons are prevalent and deception poses a particularly important concern. In our studies, we induce envy by providing participants with upward social comparison information. We find that upward social comparisons predictably trigger envy, and that envy promotes deception by increasing psychological benefits and decreasing psychological costs of engaging in deceptive behavior. We discuss implications of our results with respect to negotiations and the role of emotions in ethical decision making. (PsycINFO Database Record (c) 2016 APA, all rights reserved)
Original languageEnglish GB
Pages (from-to)3-29
Number of pages27
JournalNegotiation and Conflict Management Research
Volume1
Issue number1
DOIs
StatePublished - 2008

Keywords

  • Deception
  • Emotions
  • Ethics
  • Negotiation
  • Social Comparison
  • Decision Making
  • Jealousy
  • Motivation

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