The effect of self-view on the negotiator’s (dis)honest behavior in online negotiations.

Abstract: Online videoconferencing negotiations have become increasingly prevalent in the past decade, and the COVID-19 pandemic accelerated this trend. In online videoconferencing, negotiators are constantly confronted with their own self-view (a common feature to see one’s own webcam preview). In this research, we propose and provide empirical evidence for the notion that seeing oneself during a negotiation increases negotiators' honest behaviors and reduces dishonest behaviors. We also show that this effect is mediated by self-awareness; seeing oneself increases self-awareness, which in turn affects negotiators' behavior. Two online video negotiation studies, one distributive (N = 84) and one integrative (N = 250) were conducted. The distributive study showed that when negotiators’ self-view was present (versus absent), they were less likely to omit information and this effect was mediated through self-awareness.

Keywords: self-view, dishonesty, honesty, self-awareness, online negotiations

Topic: NEG   |   Format: Extended Abstract