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Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue?

Answer :

Research has shown that negotiators use two forms of deception in misrepresenting the common-value issue by misrepresentation by omission and misrepresentation by commission.

A misrepresentation is when one party makes a false statement about a crucial fact that has an impact on the other party's decision to enter into a contract. In some circumstances, such as those involving a fiduciary relationship, misrepresentation can happen via omission. In other words, misrepresentation may happen if a fiduciary with knowledge of significant facts fails to disclose them.

The technique produced positive results, which were better predicted by negotiator ambitions than by perceptual accuracy. The authors identified two variations of the tactic: misrepresentation by commission, in which the user purposefully misrepresented his or her preferences on common-value issues, and misrepresentation by omission, in which the user failed to disclose those preferences when the other party made a tempting offer.

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