Question 1

The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences.

Accepted Answer

The answer of The concept of ____________ ethics states that...

Question 2

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.

Accepted Answer

The answer of The ____________ of a negotiator can clearly...

Question 3

Research results have generally indicated that higher levels of moral development are associated with

Accepted Answer

A)  less ethical decisions. 
B)  more cheating behavior. 
C)  less helping behavior. 
D)  more resistance to authority figures who are attempting to dictate unethical conduct. 
E)  Higher levels of moral development are associated with all of the above. 
A)  less ethical decisions. 
B)  more cheating behavior. 
C)  less helping behavior. 
D)  more resistance to authority figures who are attempting to dictate unethical conduct. 
E)  Higher levels of moral development are associated with all of the above.

Question 4

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Accepted Answer

The answer of The purpose of using ethically ambiguous negotiating...

Question 5

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

Accepted Answer

The answer of Misrepresentation by ____________ is defined as failing...

Question 6

The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.

Accepted Answer

A) True 
 B)False

Question 7

Define ethics.

Accepted Answer

Broadly applied social standar

Question 8

Ethical criteria for judging appropriate conduct define

Accepted Answer

A)  what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other. 
B)  what a negotiator can actually make happen in a given situation. 
C)  what is appropriate as determined by some standard of moral conduct. 
D)  what the law defines as acceptable practice. 
E)  All of the above are defined by ethical criteria for judging appropriate conduct. 
A)  what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other. 
B)  what a negotiator can actually make happen in a given situation. 
C)  what is appropriate as determined by some standard of moral conduct. 
D)  what the law defines as acceptable practice. 
E)  All of the above are defined by ethical criteria for judging appropriate conduct.

Question 9

What is the ethical danger of using agents in negotiation?

Accepted Answer

A number of authors have suggested that

Question 10

An individual who confuses private ethics with business morality does not make an effective negotiator.

Accepted Answer

A) True 
 B)False

Question 11

Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behavior,but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.

Accepted Answer

A) True 
 B)False

Question 12

One's own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well.

Accepted Answer

A) True 
 B)False

Question 13

The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

Accepted Answer

A) True 
 B)False

Question 14

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

Accepted Answer

The answer of There is a positive relationship between an...

Question 15

How does age affect the use of ethically questionable tactics?

Accepted Answer

Research has shown that both men and wom

Question 16

Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis.What could study participants tell by photographs of aging men and women?

Accepted Answer

Study participants were able to correctl

Question 17

According to Hitt,what are the four standards for evaluating strategies and tactics in business and negotiation?

Accepted Answer

(1)Choose a course of action on the basi

Question 18

Negotiators with relatively more power are more likely to abuse that power by using:

Accepted Answer

The answer of Negotiators with relatively more power are more...

Question 19

The negotiators' past relationship will affect current behavior if the parties

Accepted Answer

A)  have been previously competitive. 
B)  have been previously cooperative. 
C)  feel indebted to one another. 
D)  hold grudges toward one another. 
E)  The negotiators' past relationship will affect current behavior under all of the above conditions. 
A)  have been previously competitive. 
B)  have been previously cooperative. 
C)  feel indebted to one another. 
D)  hold grudges toward one another. 
E)  The negotiators' past relationship will affect current behavior under all of the above conditions.

Question 20

Which of the following statements about group and organizational norms is false?

Accepted Answer

A)  Job related pressures within particular work groups,departments,or divisions may be such that marginally ethical behavior is not only tolerated,but even condoned. 
B)  The more loyalty and commitment people feel toward an organization,the less that loyalty may be abused. 
C)  Organizations may exert direct pressures on an individual to breach ethics or even break the law in the service of achieving some corporate or organizational goal. 
D)  The pressures of escalating commitment may predispose parties to commit more unethical actions. 
E)  All of the above statements about group and organizational norms are True. 
A)  Job related pressures within particular work groups,departments,or divisions may be such that marginally ethical behavior is not only tolerated,but even condoned. 
B)  The more loyalty and commitment people feel toward an organization,the less that loyalty may be abused. 
C)  Organizations may exert direct pressures on an individual to breach ethics or even break the law in the service of achieving some corporate or organizational goal. 
D)  The pressures of escalating commitment may predispose parties to commit more unethical actions. 
E)  All of the above statements about group and organizational norms are True.

The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences.

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.

Research results have generally indicated that higher levels of moral development are associated with

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.

Define ethics.

Ethical criteria for judging appropriate conduct define

What is the ethical danger of using agents in negotiation?

An individual who confuses private ethics with business morality does not make an effective negotiator.

Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behavior,but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.

One's own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well.

The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

How does age affect the use of ethically questionable tactics?

Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis.What could study participants tell by photographs of aging men and women?

According to Hitt,what are the four standards for evaluating strategies and tactics in business and negotiation?

Negotiators with relatively more power are more likely to abuse that power by using:

The negotiators' past relationship will affect current behavior if the parties

Which of the following statements about group and organizational norms is false?

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

The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences.

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.

Research results have generally indicated that higher levels of moral development are associated with

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.

Define ethics.

Ethical criteria for judging appropriate conduct define

What is the ethical danger of using agents in negotiation?

An individual who confuses private ethics with business morality does not make an effective negotiator.

Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behavior,but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.

One's own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well.

The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

How does age affect the use of ethically questionable tactics?

Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis.What could study participants tell by photographs of aging men and women?

According to Hitt,what are the four standards for evaluating strategies and tactics in business and negotiation?

Negotiators with relatively more power are more likely to abuse that power by using:

The negotiators' past relationship will affect current behavior if the parties

Which of the following statements about group and organizational norms is false?

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