Citation
Koning, L. F. (2011, June 15). An instrumental approach to deception in bargaining.
Dissertatiereeks, Kurt Lewin Institute. Retrieved from https://hdl.handle.net/1887/17711
Version: Not Applicable (or Unknown)
License: Licence agreement concerning inclusion of doctoral thesis in the Institutional Repository of the University of Leiden
Downloaded from: https://hdl.handle.net/1887/17711
Note: To cite this publication please use the final published version (if applicable).
An instrumental approach to deception in bargaining
Lukas Frederik Koning
Cover design: Lukas Frederik Koning
Printed by: Ipskamp Drukkers B.V., Enschede
This research was supported by a grant from the Netherlands Organization for Scientific Research (NWO), grant number 400-04-030.
An instrumental approach to deception in bargaining
PROEFSCHRIFT ter verkrijging van
de graad Doctor aan de Universiteit Leiden,
op gezag van de Rector Magnificus prof. mr. P.F. van der Heijden, volgens besluit van het College voor Promoties
te verdedigen op woensdag 15 juni 2011 klokke 11:15 uur
door
Lukas Frederik Koning geboren te Burgervlotbrug
in 1978
Prof. Dr. N. Ellemers Universiteit Leiden Prof. Dr. P. A. M. van Lange Vrije Universiteit Dr. S. F. Harinck Universiteit Leiden
Dr. M. J. J. Handgraaf Universiteit van Amsterdam Dr. W. W. van Dijk Universiteit Leiden
Contents
1. Introduction 7
2. Power and Deception 17
Experiment 2.1: Power and deception by recipients 22
Experiment 2.2: Comparing allocators and recipients 25
General discussion 31
3. Goals and Deception 37
Experiment 3.1: Social value orientation and deception 40 Experiment 3.2: Expectations about the opponent and deception 44
General discussion 49
4. Reactions to Deceit 51
Experiment 4.1: Social values and deception 56
Experiment 4.2: Suspicion and reactions to revealed Deceit 61
General discussion 67
5. Deception and False Expectations 71
Experiment 5.1: Reactions to deception in a scenario setting 75 Experiment 5.2: Reactions to deception in ultimatum bargaining 76
Experiment 5.3: Use of deceptive strategies 79
General discussion 84
6. General Discussion 87
References 93
Samenvatting 99
Dankwoord 103
Curriculum Vitae 104
