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

Question 1

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?

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

Answer 1

C

Question 2

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

Answer 2

True

Question 3

What is the implication of the dilemma of trust?

A) We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.
B) We believe everything the other says and can be manipulated by their dishonesty.
C) We do not believe anything the other says and therefore are immune to their dishonesty.
D) We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.

Answer 3

B

Question 4

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

Question 5

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

Question 6

The concept of "duty ethics" states that:

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 7

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.

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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.

Question 13

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

Question 14

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

Question 15

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.

Question 16

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

Question 17

Proponents of personalistic ethics argue that:

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 18

What is the implication of the dilemma of honesty?

A) We believe everything the other says and can be manipulated by their dishonesty.
B) We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.
C) We do not believe anything the other says and therefore are immune to their dishonesty.
D) We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.

Question 19

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

Question 20

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

Question 21

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.

Question 22

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

A) lying was seen as an unacceptable type of behaviour for that relationship.
B) the information at stake was unimportant.
C) the victim had used deceptive tactics as well.
D) they had a distant relationship with the subject.

Question 23

Insincere threats or promises exemplifies which marginally ethical negotiating tactic?

A) Misrepresentation
B) Bluffing
C) Traditional competitive bargaining
D) Emotional manipulation

Question 24

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

A) Emotional manipulation
B) Bluffing
C) Traditional competitive bargaining
D) Misrepresentation

Question 25

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

Question 26

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

Question 27

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

A) Responding in kind
B) Ignoring the tactic
C) Discussing what you see and offer to help them change to more honest behaviours
D) "Calling" the tactic

Question 28

When a negotiator has used a tactic that may produce a reaction, the negotiator must prepare to defend the tactic's use to himself.

Question 29

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

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 30

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.

Question 31

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

A) Misrepresentation by permission and misrepresentation by omission
B) Misrepresentation by admission and misrepresentation by commission
C) Misrepresentation by admission and misrepresentation by permission
D) Misrepresentation by omission and misrepresentation by commission

Question 32

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

A) omission
B) commission
C) remission
D) submission

Question 33

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

Question 34

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.

Question 35

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

Question 36

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.

Question 37

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

A) Whether the tactic is effective
B) Whether the tactic is completely or marginally unethical
C) How the negotiator evaluates the tactic
D) How the other person, his or her constituencies, and audiences evaluate the tactic

Question 38

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

A) An organization's ethical standards of behaviour are transparent
B) A negotiator perceives the current situation as a loss frame rather than a gain frame
C) A person is concerned more with the future circumstances than what the circumstances are in the present
D) Incentives are low or non-existent

Question 39

Bribery is an example of which marginally ethical negotiating tactic?

A) Emotional manipulation
B) Inappropriate information gathering
C) Misrepresentation
D) Traditional competitive bargaining

Question 40

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

Question 41

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

Question 42

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

Question 43

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

Question 44

What is the purpose of using ethically ambiguous negotiating tactics?

Question 45

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

Question 46

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?

Question 47

What is the implication of the dilemma of honesty?

Question 48

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

Question 49

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

Question 50

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

Question 51

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

Question 52

Compare and contrast end-result ethics with duty ethics.

Question 53

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

Question 54

What is an ethical dilemma?

Question 55

Define ethics.