Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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. 
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.

Question 3

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. 
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.

Question 4

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 5

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 6

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. 
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.

Question 7

Define "social contract ethics."

Accepted Answer

The rightness of an

Question 8

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 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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 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

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

Accepted Answer

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

Question 14

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

Accepted Answer

To increase the nego

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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

Question 17

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 18

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 19

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

Accepted Answer

preference

Question 20

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. 
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.

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

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

What is the implication of the dilemma of trust?

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

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.

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

Define "social contract ethics."

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)____________.

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

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

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

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

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

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

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

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

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

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

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

Which tactic is seen as inappropriate and unethical in negotiation?

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

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

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

What is the implication of the dilemma of trust?

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

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.

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

Define "social contract ethics."

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)____________.

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

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

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

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

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

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

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

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

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

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

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

Which tactic is seen as inappropriate and unethical in negotiation?

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

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