Exam 10: Confronting the Dark Side: Deception and Ethical Dilemmas

What is the implication of the dilemma of honesty?

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.

The dilemma of honesty is that a negotiator who believes everything the other says can be manipulated by dishonesty.

What is the implication of the dilemma of honesty?

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

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

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

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.

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

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

An individual that subscribes to duty ethics is one for whom the rightness of an action is determined by evaluating the pros and cons of its consequences.

A misrepresentation is "knowing" when you know that what you say is false when you say it.

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.

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

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

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

Bribery is an example of which marginally ethical negotiating tactic?

Outline the four standards for evaluating strategies and tactics in business and negotiation.

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

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