Exam 9: The Dynamics of Disputes and Third-Party Help

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.

Which tactic is seen as inappropriate and unethical in negotiation?

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

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

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

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

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

What is the implication of the dilemma of honesty?

The six categories of marginally ethical negotiating tactics are: 1) traditional competitive bluffing, 2) emotional misrepresentation, 3) manipulation, 4) misrepresentation to opponent's networks, 5) inappropriate information gathering, and 6) competitive bargaining.

Responding in kind is the clearest way to indicate to the other side that you know he is bluffing or lying.

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

Point of view can be defined as individual and personal views for deciding what is right and wrong.

Which is a category of marginally ethical negotiating tactics?

The primary motivation to use an ethically ambiguous tactic is to increase the negotiator's temporary power advantage.

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

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

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

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?

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

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