Question 1

Misrepresentation and inappropriate information gathering are examples of:

Accepted Answer

A) Ethical negotiating tactics. 
B) Ethically questionable negotiating tactics. 
C) Unethical negotiating tactics. 
D) Typical integrative negotiating tactics. 
A) Ethical negotiating tactics. 
B) Ethically questionable negotiating tactics. 
C) Unethical negotiating tactics. 
D) Typical integrative negotiating tactics.

Question 2

A negotiator can enhance his or her power by using deceptive tactics.

Accepted Answer

A) True 
 B)False

Question 3

Misrepresenting one's BATNA can be construed as fraud.

Accepted Answer

A) True 
 B)False

Question 4

We tend to overlook unethical behaviors that involve:

Accepted Answer

A) Bad outcomes. 
B) Direct harm. 
C) In-group favoritism. 
D) The unethical actions of persons who were told to behave unethically by a superior. 
A) Bad outcomes. 
B) Direct harm. 
C) In-group favoritism. 
D) The unethical actions of persons who were told to behave unethically by a superior.

Question 5

Men are more likely than women to exaggerate opening offers.

Accepted Answer

A) True 
 B)False

Question 6

Negotiators who lie by making explicit claims about other offers that do not exist may be liable for damages if they are sued.

Accepted Answer

A) True 
 B)False

Question 7

When people compare others to themselves,they tend to be more critical of others' ethics and suspicious of their motives.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not considered ethically questionable?

Accepted Answer

A) Exaggerating your opening offer. 
B) Talking to superiors of your negotiating opponent to suggest things that would undermine their confidence in your opponent. 
C) Promising that good things will happen to your opponent if he or she gives you what you want,even if you know that you can't or won't deliver these things. 
D) Offering future concessions in return for immediate concessions. 
A) Exaggerating your opening offer. 
B) Talking to superiors of your negotiating opponent to suggest things that would undermine their confidence in your opponent. 
C) Promising that good things will happen to your opponent if he or she gives you what you want,even if you know that you can't or won't deliver these things. 
D) Offering future concessions in return for immediate concessions.

Misrepresentation and inappropriate information gathering are examples of:

A negotiator can enhance his or her power by using deceptive tactics.

Misrepresenting one's BATNA can be construed as fraud.

We tend to overlook unethical behaviors that involve:

Men are more likely than women to exaggerate opening offers.

Negotiators who lie by making explicit claims about other offers that do not exist may be liable for damages if they are sued.

When people compare others to themselves,they tend to be more critical of others' ethics and suspicious of their motives.

Which of the following is not considered ethically questionable?

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

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

Misrepresentation and inappropriate information gathering are examples of:

A negotiator can enhance his or her power by using deceptive tactics.

Misrepresenting one's BATNA can be construed as fraud.

We tend to overlook unethical behaviors that involve:

Men are more likely than women to exaggerate opening offers.

Negotiators who lie by making explicit claims about other offers that do not exist may be liable for damages if they are sued.

When people compare others to themselves,they tend to be more critical of others' ethics and suspicious of their motives.

Which of the following is not considered ethically questionable?

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters