Insincere negotiations involve at least one negotiator who deceptively professes the objective of reaching an agreement, but has ulterior motives or who never intends to honor the negotiated agreement. Insincere negotiations are prevalent and consequential in many contexts, from diplomacy to modern-day professional interactions. Yet, the literature has largely ignored the possibility and impact of insincere negotiations, often defining negotiations as involving people who want to reach an agreement. In this article, I expand the definition of negotiations to include insincere negotiations. Understanding insincere negotiations is important because insincere negotiations can facilitate the exploitation of counterparts during negotiations (stalling or wasting time, stealing proprietary information) and after negotiations (violating agreements). Future work should examine how this exploitation can be prevented.

不真诚的谈判涉及至少一名谈判者，他欺骗性地宣称达成协议的目标，但别有用心，或者从不打算履行谈判达成的协议。从外交到现代专业互动，在许多情况下，不真诚的谈判都很普遍和重要。然而，文献在很大程度上忽略了不真诚谈判的可能性和影响，通常将谈判定义为涉及想要达成协议的人。在本文中，我将谈判的定义扩展为包括不真诚的谈判。理解虚伪的谈判很重要，因为虚伪的谈判可能会在谈判期间（拖延或浪费时间、窃取专有信息）和谈判后（违反协议）促进对对手的利用。