Exam 5: Ethics in Negotiation

What two aspects of the negotiator's relationship with the other party affect the disposition to use unethical tactics?

Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?

Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?

Explanations and justifications are self-serving ____________ for one's own conduct.

People may be more motivated to appear moral,rather than to act morally,because to act morally may have a number of costs attached to it.

The social contract view would prescribe which behaviors are appropriate in a particular context in terms of what people owe one another.

The concept of end-result ethics argues that it is deemed acceptable to break a rule or violate a procedure in the service of some greater good.

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 ____________ compared to one who had been ____________.

If you are aware that the other party is bluffing or lying,simply ______________ it,especially if the deception concerns a relatively minor aspect of the negotiation.

"Calling" the tactic indicates to the other side that you know he is ____________ or ____________.

Considering the categories of marginally ethical negotiating tactics,what is the difference between misrepresentation and misrepresentation to opponent's networks?

The concept of end-result ethics emphasizes that one ought to commit one's self to a series of moral rules or standards,and make decisions based on those rules.

____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces.

Respondents who expected to be in a short-term relationship were more likely to see the ethically marginal tactics as appropriate than those expecting a long-term relationship.

As a result of employing an unethical tactic,the negotiator will experience positive or negative consequences.These consequences are based on:

Research subjects who rated themselves as ____________ were significantly more likely to use bluffing,misrepresentation and a variety of other dishonest tactics than subjects who rated themselves as "cooperative."

Hiding the bottom line hurt negotiator performance in role plays.

Eastern Europeans are significantly more likely to use bluffing in negotiations than Americans.

What is the role of incentives?

____________ can be defined as individual and personal beliefs for deciding what is right and wrong.