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

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

What is the implication of the dilemma of trust?

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

A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation?

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

Compare and contrast end-result ethics with duty ethics.

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

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

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

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

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

Misrepresentation by refers to actually lying about the common-value issue.

Not disclosing your walkaway point in a negotiation or making an inflated opening offer exemplifies which marginally ethical negotiating tactic?

Research shows that deception in negotiation is more likely in which of the following cases?

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

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

Insincere threats or promises exemplifies which marginally ethical negotiating tactic?

What is the purpose of using ethically ambiguous negotiating tactics?

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?