Question 1

What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"

Accepted Answer

(1)Ask probing questions; (2)force the other party to lie or back off; (3)"call the tactic"; (4)discuss what you see and offer to help them change to more honest behaviors; (5)respond in kind;and, (6)ignore the tactic.

Question 2

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.

Accepted Answer

disagree

Question 3

Per a study of ethically ambiguous tactics which of the following is true?

Accepted Answer

A)  There is a significant negative relationship between an attitude toward the use of each specific tactic and the intention to use it. 
B)  There is no significant positive relationship between an attitude toward the use of a specific tactic and actually using that tactic,for four of the five tactics studies. 
C)  Hiding the bottom line was the tactic least frequently used,exaggerating an opening offer was the most commonly used,followed by stalling for time and misrepresenting information. 
D)  Hiding the bottom line improved negotiator performance in the role-play.Negotiators also believed that making empty promises,misrepresenting information,and exaggerating their opening offer improved their performance. 
E)  All of the above 
A)  There is a significant negative relationship between an attitude toward the use of each specific tactic and the intention to use it. 
B)  There is no significant positive relationship between an attitude toward the use of a specific tactic and actually using that tactic,for four of the five tactics studies. 
C)  Hiding the bottom line was the tactic least frequently used,exaggerating an opening offer was the most commonly used,followed by stalling for time and misrepresenting information. 
D)  Hiding the bottom line improved negotiator performance in the role-play.Negotiators also believed that making empty promises,misrepresenting information,and exaggerating their opening offer improved their performance. 
E)  All of the above D

Question 4

A balance of power should lead to less stable,less ethical conduct than an imbalance.

Accepted Answer

A) True 
 B)False

Question 5

Dawson's study shows that when making decisions about ____________ issues,women were significantly more ethical than men.

Accepted Answer

The answer of Dawson's study shows that when making decisions...

Question 6

How does an organization's cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?

Accepted Answer

Studies have shown that different compan

Question 7

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness,more wrong as they produce unhappiness.Which approach applies?

Accepted Answer

A)  End-result ethics. 
B)  Duty ethics. 
C)  Social context ethics. 
D)  Personalistic ethics. 
E)  Reasoning ethics. 
A)  End-result ethics. 
B)  Duty ethics. 
C)  Social context ethics. 
D)  Personalistic ethics. 
E)  Reasoning ethics.

Question 8

Questions and debate regarding the ethical standards for truth telling are central and fundamental in the negotiating process.

Accepted Answer

A) True 
 B)False

Question 9

In general,the "respond in kind" approach is best treated as a ____________________ strategy.

Accepted Answer

The answer of In general,the "respond in kind" approach is...

Question 10

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

Accepted Answer

A)  end-result ethics. 
B)  duty ethics. 
C)  social contract ethics. 
D)  personalistic ethics. 
E)  utilitarian ethics. 
A)  end-result ethics. 
B)  duty ethics. 
C)  social contract ethics. 
D)  personalistic ethics. 
E)  utilitarian ethics.

Question 11

Incidences in cheating in the Boston Marathon included all but one motive.Which one was not identified as a motive for cheating in the race?

Accepted Answer

A)  Some cheaters were angry or disturbed. 
B)  Some cheaters were seeking family approval. 
C)  Some cheaters were middle-aged males. 
D)  Some cheaters were after recognition. 
E)  Some cheaters were simply "caught up in the moment." 
A)  Some cheaters were angry or disturbed. 
B)  Some cheaters were seeking family approval. 
C)  Some cheaters were middle-aged males. 
D)  Some cheaters were after recognition. 
E)  Some cheaters were simply "caught up in the moment."

Question 12

Research has shown that it is very clear that situational influences can predispose very ethical people to do ethically marginal things.

Accepted Answer

A) True 
 B)False

Question 13

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.

Accepted Answer

The answer of Social contract ethicists focus on what individuals...

Question 14

Studies show that women make more ethical judgments,but only when the consequences of their decisions affect:

Accepted Answer

The answer of Studies show that women make more ethical...

Question 15

Research studies have shown that individuals who are strongly Machiavellian are

Accepted Answer

A)  more willing and able con artists. 
B)  more likely to lie when they need to. 
C)  better able to tell bigger lies without feeling anxious about it. 
D)  more persuasive and effective in their lies. 
E)  Individuals who are strongly Machiavellian have all of the above traits. 
A)  more willing and able con artists. 
B)  more likely to lie when they need to. 
C)  better able to tell bigger lies without feeling anxious about it. 
D)  more persuasive and effective in their lies. 
E)  Individuals who are strongly Machiavellian have all of the above traits.

Question 16

McCornack and Levine found that victims had stronger emotional reactions to deception when

Accepted Answer

A)  they had a distant relationship with the subject. 
B)  the information at stake was unimportant. 
C)  lying was seen as an unacceptable type of behavior for that relationship. 
D)  the victim had used deceptive tactics as well. 
E)  Research found that victims did not have strong emotional reactions in any of the above cases. 
A)  they had a distant relationship with the subject. 
B)  the information at stake was unimportant. 
C)  lying was seen as an unacceptable type of behavior for that relationship. 
D)  the victim had used deceptive tactics as well. 
E)  Research found that victims did not have strong emotional reactions in any of the above cases.

Question 17

What is the implication of the dilemma of honesty?

Accepted Answer

We tell the other party our ex

Question 18

What does a "social contract" explain?

Accepted Answer

Within the framework of social contract

Question 19

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

Accepted Answer

A)  misrepresentation by omission and misrepresentation by commission 
B)  misrepresentation by permission and misrepresentation by omission 
C)  misrepresentation by admission and misrepresentation by permission 
D)  misrepresentation by admission and misrepresentation by commission 
E)  None of the above forms of deception are used in misrepresenting the common-value issue. 
A)  misrepresentation by omission and misrepresentation by commission 
B)  misrepresentation by permission and misrepresentation by omission 
C)  misrepresentation by admission and misrepresentation by permission 
D)  misrepresentation by admission and misrepresentation by commission 
E)  None of the above forms of deception are used in misrepresenting the common-value issue.

Question 20

Norms are the ____________ social rules-the dos and don'ts-that govern social behavior.

Accepted Answer

The answer of Norms are the ____________ social rules-the dos...

What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.

Per a study of ethically ambiguous tactics which of the following is true?

A balance of power should lead to less stable,less ethical conduct than an imbalance.

Dawson's study shows that when making decisions about ____________ issues,women were significantly more ethical than men.

How does an organization's cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness,more wrong as they produce unhappiness.Which approach applies?

Questions and debate regarding the ethical standards for truth telling are central and fundamental in the negotiating process.

In general,the "respond in kind" approach is best treated as a ____________________ strategy.

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

Incidences in cheating in the Boston Marathon included all but one motive.Which one was not identified as a motive for cheating in the race?

Research has shown that it is very clear that situational influences can predispose very ethical people to do ethically marginal things.

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.

Studies show that women make more ethical judgments,but only when the consequences of their decisions affect:

Research studies have shown that individuals who are strongly Machiavellian are

McCornack and Levine found that victims had stronger emotional reactions to deception when

What is the implication of the dilemma of honesty?

What does a "social contract" explain?

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

Norms are the ____________ social rules-the dos and don'ts-that govern social behavior.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 5: Ethics in Negotiation

What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.

Per a study of ethically ambiguous tactics which of the following is true?

A balance of power should lead to less stable,less ethical conduct than an imbalance.

Dawson's study shows that when making decisions about ____________ issues,women were significantly more ethical than men.

How does an organization's cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness,more wrong as they produce unhappiness.Which approach applies?

Questions and debate regarding the ethical standards for truth telling are central and fundamental in the negotiating process.

In general,the "respond in kind" approach is best treated as a ____________________ strategy.

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

Incidences in cheating in the Boston Marathon included all but one motive.Which one was not identified as a motive for cheating in the race?

Research has shown that it is very clear that situational influences can predispose very ethical people to do ethically marginal things.

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.

Studies show that women make more ethical judgments,but only when the consequences of their decisions affect:

Research studies have shown that individuals who are strongly Machiavellian are

McCornack and Levine found that victims had stronger emotional reactions to deception when

What is the implication of the dilemma of honesty?

What does a "social contract" explain?

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

Norms are the ____________ social rules-the dos and don'ts-that govern social behavior.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters