Question 1

What is an ethical dilemma?

Accepted Answer

An ethical dilemma refers to the problem

Question 2

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

Accepted Answer

A)  the tactic helped to avoid greater harm. 
B)  the quality of the tactic should be judged by its consequences. 
C)  the negotiator was not in full control of his or her actions and hence should not be held responsible. 
D)  what the negotiator did was really trivial and not very significant. 
A)  the tactic helped to avoid greater harm. 
B)  the quality of the tactic should be judged by its consequences. 
C)  the negotiator was not in full control of his or her actions and hence should not be held responsible. 
D)  what the negotiator did was really trivial and not very significant.

Question 3

Define ethics.

Accepted Answer

Broadly applied social standar

Question 4

According to a study exploring whether or not there is such a thing as an honest face, researchers concluded that men's faces accurately reflected their tendency toward honesty, but women's faces were not particularly valid indicators of their truthfulness.

Accepted Answer

A) True 
 B)False

Question 5

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

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Accepted Answer

If they anticipated

Question 9

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 based on one's conscience and moral standards. 
C)  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. 
D)  the rightness of an action is based on the customs and norms of a particular society or community. 
A)  the rightness of an action is determined by evaluating the pros and cons of its consequences. 
B)  the rightness of an action is based on one's conscience and moral standards. 
C)  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. 
D)  the rightness of an action is based on the customs and norms of a particular society or community.

Question 10

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

Accepted Answer

(1) Ask probing questions; (2) force the

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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)  societies, organizations, and cultures determine what is ethically appropriate and acceptable within that group. 
C)  everyone ought to decide for themselves what is right based on their conscience. 
D)  the worth of a particular action is judged on the basis of the consequences it produces. 
A)  the best way to achieve the greatest good is to closely follow a set of rules and principles. 
B)  societies, organizations, and cultures determine what is ethically appropriate and acceptable within that group. 
C)  everyone ought to decide for themselves what is right based on their conscience. 
D)  the worth of a particular action is judged on the basis of the consequences it produces.

Question 13

A business executive is said to face an ethical dilemma when he or she is faced with possible actions that put the potential economic benefits of doing a deal in conflict with the social obligations to other involved parties or to the broader community.

Accepted Answer

A) True 
 B)False

Question 14

Individuals are more willing to use deceptive tactics when the other party is perceived to be uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

What is an ethical dilemma?

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

Define ethics.

According to a study exploring whether or not there is such a thing as an honest face, researchers concluded that men's faces accurately reflected their tendency toward honesty, but women's faces were not particularly valid indicators of their truthfulness.

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?

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

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

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

The concept of "duty ethics" states that:

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.

Proponents of personalistic ethics argue that:

A business executive is said to face an ethical dilemma when he or she is faced with possible actions that put the potential economic benefits of doing a deal in conflict with the social obligations to other involved parties or to the broader community.

Individuals are more willing to use deceptive tactics when the other party is perceived to be uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.

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

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

The Dynamics of Disputes and Third-Party Help

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

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

What is an ethical dilemma?

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

Define ethics.

According to a study exploring whether or not there is such a thing as an honest face, researchers concluded that men's faces accurately reflected their tendency toward honesty, but women's faces were not particularly valid indicators of their truthfulness.

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?

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

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

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

The concept of "duty ethics" states that:

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.

Proponents of personalistic ethics argue that:

A business executive is said to face an ethical dilemma when he or she is faced with possible actions that put the potential economic benefits of doing a deal in conflict with the social obligations to other involved parties or to the broader community.

Individuals are more willing to use deceptive tactics when the other party is perceived to be uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.

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

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

The Dynamics of Disputes and Third-Party Help

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters