Random ID
Duration (in seconds)
User Language
Age
Gender
Culture
Industry
Training
Experience
HHL
Dataset
SINS II Tactic
Encountered prevalence
Self-applied prevalence
Appropriateness
When the other party is suspected to be deceptive (i.e. "lie-for-a-lie" or "tit for tat")
When a negotiator expects more benefits rather than negative consequences
When a negotiator takes advantage of their power-position or seeks to neutralize a power-disadvantage
If the situation is purely distributive (i.e. "one's gain will be another one's loss")
If cultural or industry norms suggest to use the tactic
When a negotiator experiences anger, frustration, seeks revenge or dislikes the other party
If it is a high stakes situation that is perceived as desperate (i.e. "life or death")
If superiors or peer-pressure require conformity with their instructions
When a negotiator is not aware of the negative consequences of their actions
When a negotiator believes in their abilities to get away with it (i.e. "not getting caught")
Share of non-rational causes