Question 1

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 party our 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 answers are correct 
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 party our 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 answers are correct

Question 2

Explanations and justifications are self-serving rationalizations for the other party's conduct.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

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 answers are correct 
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 answers are correct

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Research has found that victims had stronger emotional reactions to deception when

Accepted Answer

A)  they had a distant relationship with the subject. 
B)  the information at stake was unimportant. 
C)  lying was seen as an unacceptable type of behaviour for that relationship. 
D)  the victim had used deceptive tactics as well. 
E)  None of the answers are correct 
A)  they had a distant relationship with the subject. 
B)  the information at stake was unimportant. 
C)  lying was seen as an unacceptable type of behaviour for that relationship. 
D)  the victim had used deceptive tactics as well. 
E)  None of the answers are correct

Question 9

Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?

Accepted Answer

A)  misrepresentation by omission and misrepresentation by commission 
B)  misrepresentation by permission and misrepresentation by omission 
C)  misrepresentation by admission and misrepresentation by permission 
D)  misrepresentation by admission and misrepresentation by commission 
E)  None of the answers are correct. 
A)  misrepresentation by omission and misrepresentation by commission 
B)  misrepresentation by permission and misrepresentation by omission 
C)  misrepresentation by admission and misrepresentation by permission 
D)  misrepresentation by admission and misrepresentation by commission 
E)  None of the answers are correct.

Question 10

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

Accepted Answer

Victims of the use of unethical tactics

Question 11

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

Accepted Answer

Misrepresentation is distortin

Question 12

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

Accepted Answer

(1) Will this tactic really enhance my p

Question 13

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

Accepted Answer

A)  ignoring the tactic 
B)  "calling" the tactic 
C)  responding in kind 
D)  discussing what you see and offer to help them change to more honest behaviours 
E)  None of the answers are correct 
A)  ignoring the tactic 
B)  "calling" the tactic 
C)  responding in kind 
D)  discussing what you see and offer to help them change to more honest behaviours 
E)  None of the answers are correct

Question 14

Misrepresentation to opponent's networks is defined as failing to disclose information which would benefit the other.

Accepted Answer

A) True 
 B)False

Question 15

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)  all of the answers are correct 
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)  all of the answers are correct

Question 16

Most of the ethical questions in negotiation are concerned with standards of truth telling.

Accepted Answer

A) True 
 B)False

Question 17

What is the purpose of using ethically ambiguous negotiating tactics?

Accepted Answer

To increase the nego

Question 18

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 19

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 20

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?

Accepted Answer

A)  End-result ethics. 
B)  Duty ethics. 
C)  Social context ethics. 
D)  Personalistic ethics. 
E)  Reasoning ethics. 
A)  End-result ethics. 
B)  Duty ethics. 
C)  Social context ethics. 
D)  Personalistic ethics. 
E)  Reasoning ethics.

What is the implication of the dilemma of trust?

Explanations and justifications are self-serving rationalizations for the other party's conduct.

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

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

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

The concept of "duty ethics" states that

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

Research has found that victims had stronger emotional reactions to deception when

Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?

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

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

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

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

Misrepresentation to opponent's networks is defined as failing to disclose information which would benefit the other.

Proponents of personalistic ethics argue that

Most of the ethical questions in negotiation are concerned with standards of truth telling.

What is the purpose of using ethically ambiguous negotiating tactics?

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

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.

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

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

What is the implication of the dilemma of trust?

Explanations and justifications are self-serving rationalizations for the other party's conduct.

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

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

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

The concept of "duty ethics" states that

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

Research has found that victims had stronger emotional reactions to deception when

Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?

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

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

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

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

Misrepresentation to opponent's networks is defined as failing to disclose information which would benefit the other.

Proponents of personalistic ethics argue that

Most of the ethical questions in negotiation are concerned with standards of truth telling.

What is the purpose of using ethically ambiguous negotiating tactics?

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

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.

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters