Question 1

Which is a Category of Marginally Ethical Negotiating Tactics?

Accepted Answer

A)  Traditional Competitive Bargaining 
B)  Emotional Manipulation 
C)  Misrepresentation to Opponent's Networks 
D)  Bluffing 
E)  All of the above 
A)  Traditional Competitive Bargaining 
B)  Emotional Manipulation 
C)  Misrepresentation to Opponent's Networks 
D)  Bluffing 
E)  All of the above

Question 2

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Accepted Answer

If they anticipated

Question 3

Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.

Accepted Answer

The answer of Many negotiators fail to understand the nature...

Question 4

When using the "intimidation" tactic to detect deception,one should

Accepted Answer

A)  emphasize the futility and impending danger associated with continued deceit. 
B)  lie to the other to make them believe you have uncovered their deception. 
C)  play down the significance of any deceptive act. 
D)  make a "no-nonsense" accusation of the other. 
E)  None of the above actions would be used as part of the intimidation tactic. 
A)  emphasize the futility and impending danger associated with continued deceit. 
B)  lie to the other to make them believe you have uncovered their deception. 
C)  play down the significance of any deceptive act. 
D)  make a "no-nonsense" accusation of the other. 
E)  None of the above actions would be used as part of the intimidation tactic.

Question 5

When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.

Accepted Answer

The answer of When a negotiator has used a tactic...

Question 6

The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.

Accepted Answer

A) True 
 B)False

Question 7

Explanations allow the negotiator to convince others that conduct that would ordinarily be wrong in a given situation is acceptable and are looked upon as self-serving for one's own conduct.

Accepted Answer

A) True 
 B)False

Question 8

When using the "altered information" tactic to detect deception,one should

Accepted Answer

A)  try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie. 
B)  exaggerate what you believe is the deception and state it,hoping that the other will jump in to "correct" the statement. 
C)  point out behaviors you detect in the other which might be an indication they are lying. 
D)  indicate one's true concern for the other's welfare. 
E)  None of the above actions would be used as part of the altered information tactic. 
A)  try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie. 
B)  exaggerate what you believe is the deception and state it,hoping that the other will jump in to "correct" the statement. 
C)  point out behaviors you detect in the other which might be an indication they are lying. 
D)  indicate one's true concern for the other's welfare. 
E)  None of the above actions would be used as part of the altered information tactic.

Question 9

Studies have shown that with the exception of "traditional competitive bargaining," men were:

Accepted Answer

A)  significantly less likely to use unethical tactics than women. 
B)  somewhat less likely to use unethical tactics than women. 
C)  somewhat more likely to use unethical tactics than women. 
D)  significantly more likely to use unethical tactics than women. 
E)  Studies have shown that there is no gender bias in the use of unethical tactics. 
A)  significantly less likely to use unethical tactics than women. 
B)  somewhat less likely to use unethical tactics than women. 
C)  somewhat more likely to use unethical tactics than women. 
D)  significantly more likely to use unethical tactics than women. 
E)  Studies have shown that there is no gender bias in the use of unethical tactics.

Question 10

Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.

Accepted Answer

A) True 
 B)False

Question 11

How does locus of control affect ethical behavior?

Accepted Answer

Individuals who are high in internal con

Question 12

What is/are the risks associated with frequent use of the self-serving process?

Accepted Answer

The more frequently negotiators engage i

Question 13

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

Accepted Answer

A)  Because good poker playing often involves concealing information and bluffing or deception,these rules ought to apply to business transactions 
B)  If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business 
C)  Most games do not legitimize deception,and therefore business should not be analogous to a game that does legitimize deception 
D)  Bluffing,exaggeration and concealment are legitimate ways for corporations to maximize their self interest 
E)  None of the above arguments refute Carr's claim 
A)  Because good poker playing often involves concealing information and bluffing or deception,these rules ought to apply to business transactions 
B)  If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business 
C)  Most games do not legitimize deception,and therefore business should not be analogous to a game that does legitimize deception 
D)  Bluffing,exaggeration and concealment are legitimate ways for corporations to maximize their self interest 
E)  None of the above arguments refute Carr's claim

Question 14

The concept of "personalistic ethics" states that the rightness of an action is based on the customs and norms of a particular society or community.

Accepted Answer

A) True 
 B)False

Question 15

Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.

Accepted Answer

A) True 
 B)False

Question 16

The use of unethical tactics may provoke what response from the "victim?"

Accepted Answer

Victims of the use of unethical tactics

Question 17

The concept of "duty ethics" states that

Accepted Answer

A)  the rightness of an action is determined by evaluating the pros and cons of its consequences. 
B)  the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. 
C)  the rightness of an action is based on the customs and norms of a particular society or community. 
D)  the rightness of an action is based on one's conscience and moral standards. 
E)  None of the above defines "duty ethics." 
A)  the rightness of an action is determined by evaluating the pros and cons of its consequences. 
B)  the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. 
C)  the rightness of an action is based on the customs and norms of a particular society or community. 
D)  the rightness of an action is based on one's conscience and moral standards. 
E)  None of the above defines "duty ethics."

Question 18

Which was not one of the findings of a recent study?

Accepted Answer

A)  If told to "do your best," partied reported less honestly than if they had a specific goal to meet 
B)  Participants who had to meet specific goals were more likely to overstate their productivity than those without 
C)  Participants who had to meet specific goals were more likely to overstate their success when their actual performance was closer to the goal 
D)  Participants who had to meet specific goals were more likely to overstate in those situations where they thought they "deserved" the reward based on overall productivity 
A)  If told to "do your best," partied reported less honestly than if they had a specific goal to meet 
B)  Participants who had to meet specific goals were more likely to overstate their productivity than those without 
C)  Participants who had to meet specific goals were more likely to overstate their success when their actual performance was closer to the goal 
D)  Participants who had to meet specific goals were more likely to overstate in those situations where they thought they "deserved" the reward based on overall productivity

Question 19

Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.

Accepted Answer

The answer of Critics of personalistic ethics argue that there...

Question 20

Proponents of personalistic ethics argue that

Accepted Answer

A)  the best way to achieve the greatest good is to closely follow a set of rules and principles. 
B)  the worth of a particular action is judged on the basis of the consequences it produces. 
C)  societies,organizations and cultures determine what is ethically appropriate and acceptable within that group. 
D)  everyone ought to decide for themselves what is right based on their conscience. 
E)  Rule utilitarians argue all of the above 
A)  the best way to achieve the greatest good is to closely follow a set of rules and principles. 
B)  the worth of a particular action is judged on the basis of the consequences it produces. 
C)  societies,organizations and cultures determine what is ethically appropriate and acceptable within that group. 
D)  everyone ought to decide for themselves what is right based on their conscience. 
E)  Rule utilitarians argue all of the above

Which is a Category of Marginally Ethical Negotiating Tactics?

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.

When using the "intimidation" tactic to detect deception,one should

When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.

The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.

Explanations allow the negotiator to convince others that conduct that would ordinarily be wrong in a given situation is acceptable and are looked upon as self-serving for one's own conduct.

When using the "altered information" tactic to detect deception,one should

Studies have shown that with the exception of "traditional competitive bargaining," men were:

Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.

How does locus of control affect ethical behavior?

What is/are the risks associated with frequent use of the self-serving process?

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

The concept of "personalistic ethics" states that the rightness of an action is based on the customs and norms of a particular society or community.

Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.

The use of unethical tactics may provoke what response from the "victim?"

The concept of "duty ethics" states that

Which was not one of the findings of a recent study?

Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.

Proponents of personalistic ethics argue that

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

Which is a Category of Marginally Ethical Negotiating Tactics?

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.

When using the "intimidation" tactic to detect deception,one should

When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.

The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.

Explanations allow the negotiator to convince others that conduct that would ordinarily be wrong in a given situation is acceptable and are looked upon as self-serving for one's own conduct.

When using the "altered information" tactic to detect deception,one should

Studies have shown that with the exception of "traditional competitive bargaining," men were:

Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.

How does locus of control affect ethical behavior?

What is/are the risks associated with frequent use of the self-serving process?

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

The concept of "personalistic ethics" states that the rightness of an action is based on the customs and norms of a particular society or community.

Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.

The use of unethical tactics may provoke what response from the "victim?"

The concept of "duty ethics" states that

Which was not one of the findings of a recent study?

Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.

Proponents of personalistic ethics argue that

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