Exam 9: Ethics: Right and Wrong Do Exist when you Negotiate

Ethical reasoning frameworks are useful for all of the following except:

Some people view ethics and morals differently,with ethics reflecting personal values and morals reflecting social values.

"Negotiations are ethical as long as the tactics are respectful of others,do not preclude others from using them,and are accepted by rational people acting rationally." This statement describes:

Define ethics.Why might ethics be or appear to be incompatible with the nature of negotiation? What aspects of the negotiation would negotiators consider in order to negotiate as ethically as possible?

We are less likely to notice others' unethical behaviors when they occur in small increments rather than when they occur suddenly.

Which of the following is true about personality and negotiating behavior?

Evidence suggests that negotiators who use unethical tactics end up with more favorable outcomes.

"Actions are ethical as long as they provide the greatest good for the greatest number of people." This statement describes:

Lies of omission,such as not disclosing target and resistance points,are an example of which of the following categories of ethically questionable tactics?

An ethical alternative to lying about your bottom line is to:

Prepare well,build rapport,test your assumptions and share each party's true interests,preferences and priorities.These are examples of how to:

Briefly describe six steps that negotiators can take to avoid unethical negotiating behaviors.

Negotiators with a competitive orientation are more likely to:

To redeem themselves,negotiators who have failed in prior negotiations are likely to:

__________ negotiators accept traditional competitive bargaining tactics as ethical.

People who label behaviors as unethical before they see the outcome,but later approve of these behaviors when they learn that the outcome was positive,are:

Nationality can help predict who will use or have more favorable attitudes toward using ethically questionable negotiating behaviors.

Describe some consequences of unethical negotiation behavior for the unethical negotiator.

Even the most well-intentioned negotiators routinely commit ethical lapses.

Which of the following is not true about negotiators who have more power?