Question 1

When using the justification that "the tactic was unavoidable," the negotiator is saying that

Accepted Answer

A)   the negotiator was not in full control of his or her actions and hence should not be held responsible.
B)   what the negotiator did was really trivial and not very significant.
C)   the tactic helped to avoid greater harm.
D)   the quality of the tactic should be judged by its consequences.
E)   The justification that "the tactic was unavoidable" implies all of the above.F) D) and E)
G) B) and D)

Question 2

Most of the ethical questions in negotiation are about standards of ____________.

Accepted Answer

The answer of Most of the ethical questions in negotiation...

Question 3

The more complex an individual's moral reasoning capability,the more he or she perceives conflict between personal standards and typical organizational demands.

Accepted Answer

A) True 
 B)False

Question 4

Define "social contract ethics."

Accepted Answer

The rightness of an ...

Question 5

Machiavellianism appears to be a very weak predictor of ethical conduct.

Accepted Answer

A) True 
 B)False

Question 6

The six categories of marginally ethical negotiating tactics are: 1)competitive bargaining,2)emotional manipulation,3)misrepresentation,4)misrepresentation to opponent's networks,5)inappropriate information gathering,and 6)____________.

Accepted Answer

The answer of The six categories of marginally ethical negotiating...

Question 7

Misrepresentation by omission is defined as actually lying about the common-value issue.

Accepted Answer

A) True 
 B)False

Question 8

How does Carr argue that strategy in business is analogous to strategy in a game of poker?

Accepted Answer

He advocates that business ought to play...

Question 9

Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.

Accepted Answer

preference...

Question 10

Which of the following personality traits can most strongly predict the predisposition to behave unethically?

Accepted Answer

A)   cooperativeness
B)   Machiavellianism
C)   locus of control
D)   moral development
E)   None of the above can predict the predisposition to behave unethically.F) A) and B)
G) B) and D)

Question 11

Which of the following statements about situational influences on unethical conduct is true?

Accepted Answer

A)   The negotiator's past relationship will affect current behavior if the parties have been previously competitive or cooperative.
B)   Negotiators were more likely to make more deceptive arguments,negotiate for a longer period of time,and make fewer concessions to the counterpart they previously experienced as cooperative compared to one who had been exploitative.
C)   Negotiators with less power are more likely to abuse what power they have by using less ethical tactics.
D)   An individual who confuses private ethics with business morality makes an effective negotiator.
E)   None of the above statements about situational influences on unethical conduct is true.F) D) and E)
G) A) and E)

Question 12

Asking questions can reveal a great deal of information,some of which the negotiator may intentionally leave ____________.

Accepted Answer

The answer of Asking questions can reveal a great deal...

Question 13

What is the purpose of using marginally ethical ambiguous negotiating tactics?

Accepted Answer

To increase the nego...

Question 14

Which tactic is seen as inappropriate and unethical in negotiation?

Accepted Answer

A)   misrepresentation
B)   bluffing
C)   misrepresentation to opponent's network
D)   inappropriate information collection
E)   All of the above are seen as inappropriate and unethical tactics.F) B) and C)
G) D) and E)

Question 15

What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?

Accepted Answer

Public defenders saw the tactics as more...

Question 16

Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation;particularly when the stakes are high.

Accepted Answer

A) True 
 B)False

Question 17

Studies show that subjects were more willing to lie by omission than by commission.

Accepted Answer

A) True 
 B)False

Question 18

A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________.

Accepted Answer

The answer of A negotiator who judges a tactic on...

Question 19

Describe a pharmaceutical company's dilemma about its new miracle drug that will cure some forms of cancer from an "end-results" ethics perspective.

Accepted Answer

It cannot release the drug yet because i...

Question 20

What is the implication of the dilemma of trust?

Accepted Answer

A)   We believe everything the other says and can be manipulated by their dishonesty.
B)   We do not believe anything the other says and therefore are immune to their dishonesty.
C)   We tell the other part your exact requirements and limits in negotiation,and therefore we will never do better than this minimum level.
D)   We never reveal our requirements and limits in negotiation,and therefore are able to far exceed that minimum level.
E)   None of the above describes the implication of the dilemma of trust.F) B) and C)
G) A) and B)

Exam 5: Ethics in Negotiation

Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation;particularly when the stakes are high.

Correct AnswerverifiedShow Answer

Most of the ethical questions in negotiation are about standards of ____________.

Correct AnswerverifiedShow Answer

How does Carr argue that strategy in business is analogous to strategy in a game of poker?

Correct AnswerverifiedHe advocates that business ought to play...View AnswerShow Answer

Machiavellianism appears to be a very weak predictor of ethical conduct.

Correct AnswerverifiedShow Answer

The more complex an individual's moral reasoning capability,the more he or she perceives conflict between personal standards and typical organizational demands.

Correct AnswerverifiedShow Answer

What is the purpose of using marginally ethical ambiguous negotiating tactics?

Correct AnswerverifiedTo increase the nego...View AnswerShow Answer

Define "social contract ethics."

Correct AnswerverifiedThe rightness of an ...View AnswerShow Answer

Asking questions can reveal a great deal of information,some of which the negotiator may intentionally leave ____________.

Correct AnswerverifiedShow Answer

What is the implication of the dilemma of trust?

Correct AnswerverifiedShow Answer

Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.

Correct Answerverifiedpreference...View AnswerShow Answer

The six categories of marginally ethical negotiating tactics are: 1)competitive bargaining,2)emotional manipulation,3)misrepresentation,4)misrepresentation to opponent's networks,5)inappropriate information gathering,and 6)____________.

Correct AnswerverifiedShow Answer

Studies show that subjects were more willing to lie by omission than by commission.

Correct AnswerverifiedShow Answer

A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________.

Correct AnswerverifiedShow Answer

Misrepresentation by omission is defined as actually lying about the common-value issue.

Correct AnswerverifiedShow Answer

Which tactic is seen as inappropriate and unethical in negotiation?

Correct AnswerverifiedShow Answer

Which of the following personality traits can most strongly predict the predisposition to behave unethically?

Correct AnswerverifiedShow Answer

What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?

Correct AnswerverifiedPublic defenders saw the tactics as more...View AnswerShow Answer

Which of the following statements about situational influences on unethical conduct is true?

Correct AnswerverifiedShow Answer

Describe a pharmaceutical company's dilemma about its new miracle drug that will cure some forms of cancer from an "end-results" ethics perspective.

Correct AnswerverifiedIt cannot release the drug yet because i...View AnswerShow Answer

When using the justification that "the tactic was unavoidable," the negotiator is saying that

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
He advocates that business ought to play...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
To increase the nego...
View Answer

Correct Answer
verified
The rightness of an ...
View Answer

Correct Answer
verified

Correct Answer
verified

Negotiation is based on information dependence-the exchange of information to learn the true and of the other negotiator.

Correct Answer
verified
preference...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Public defenders saw the tactics as more...
View Answer

Correct Answer
verified

Correct Answer
verified
It cannot release the drug yet because i...
View Answer

Correct Answer
verified