what is deceptive tractics
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considers two types of deceptive tactics: deception by commission (active misrepresentation of the truth, often characterized or perceived as “lying”) and deception by omission (passive misrepresentation of the truth, i.e. “failing to disclose information that would benefit the other”; Lewicki et al., 2015, p.
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Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can't keep. The benefits of negotiation in business offer strong incentives to detect these behaviors
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