Envy and deception
Negotiations as a cooperative process naturally also contains competition, particularly towards negotiating partners who induce envy. There components of envy i.e. (i) pain due to inferiority which either manifests in (ii) benign envy to improve the envier performance, or (iii) malicious envy that contains hostility and intention to hurt the envied, may motivate deceptive negotiation strategies. Regardless of the role of envy, individual differences in trait self-control and trait mindfulness may also predict deception. In this cloud-based online experiment, participants (N = 804 students) completed self-reported measures of trait self-control and mindfulness, read an envy scenario on their academics failure compared to the envied classmate, then randomly received the envy conditions (benign vs. malicious), filled in measure of state envy, read the negotiation scenario, and filled in measure of deception.
By Muhammad Ibrahim and Cathy Sofhieanty Syamsuri (May – Oct 2018).
Supervised by Cleoputri Yusainy
Co-supervised by Ziadatul Hikmiah.
Individual articles can be downloaded here.
This experiment has been published as:
- Yusainy, C., Hikmiah, Z., Sofhieanty, C., & Ibrahim, M. (2018). Deception in negotiation: The predicting roles of envy and individual differences. Anima Indonesian Psychological Journal, 33(4), 203-212.