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Publications
Publications
  • 2012
  • Chapter
  • The Oxford Handbook of Economic Conflict Resolution

Deception in Negotiations: The Role of Emotions

By: F. Gino and C. Shea
  • Format:Print
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Keywords

Negotiation Style; Emotions; Ethics

Citation

Gino, F., and C. Shea. "Deception in Negotiations: The Role of Emotions." Chap. 5 in The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 47–60. New York: Oxford University Press, 2012.
  • Find it at Harvard

About The Author

Francesca Gino

Negotiation, Organizations & Markets
→More Publications

More from the Authors

    • March–April 2023
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    Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success

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    • January 2023
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    Mellody Hobson at Ariel Investments

    By: Lakshmi Ramarajan and Francesca Gino
More from the Authors
  • You Need Two Leadership Gears: Know When to Take Charge and When to Get Out of the Way By: Lindy Greer, Francesca Gino and Robert Sutton
  • Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success By: David M. Markowitz, Maryam Kouchaki, Francesca Gino, Jeffrey T. Hancock and Ryan L. Boyd
  • Mellody Hobson at Ariel Investments By: Lakshmi Ramarajan and Francesca Gino
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