Deck 9: Ethics in Negotiation

Question 1

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.

Answer 1

disagree

Question 2

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

Answer 2

omission

Question 3

Most of the ethical questions in negotiation are about standards of ____________.

Answer 3

truth-telling

Question 4

Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.

Question 5

The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent's networks, 5) inappropriate information gathering, and 6) ____________.

Question 6

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.

Question 7

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

Question 8

____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces.

Question 9

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

Question 10

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

Question 11

Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.

Question 12

Dawson's study shows that when making decisions about ____________ issues, women were significantly more ethical than men.

Question 13

____________ can be defined as individual and personal views for deciding what is right and wrong.

Question 14

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

Question 15

A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________.

Question 16

Research subjects who rated themselves as ____________ were significantly more likely to use bluffing, misrepresentation and a variety of other dishonest tactics than subjects who rated themselves as "cooperative."

Question 17

Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as ____________ compared to one who had been ____________.

Question 18

Explanations and justifications are self-serving ____________ for one's own conduct.

Question 19

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Question 20

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.

Question 21

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

A) Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions.
B) If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business
C) Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception
D) Bluffing, exaggeration and concealment are legitimate ways for corporations to maximize their self interest
E) None of the above arguments refute Carr's claim

Question 22

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

A) end-result ethics.
B) duty ethics.
C) social contract ethics.
D) personalistic ethics.
E) utilitarian ethics.

Question 23

What is the implication of the dilemma of trust?

A) We believe everything the other says and can be manipulated by their dishonesty.
B) We do not believe anything the other says and therefore are immune to their dishonesty.
C) We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.
D) We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.
E) None of the above describes the implication of the dilemma of trust.

Question 24

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

Question 25

In general, the "respond in kind" approach is best treated as a ____________ ____________ strategy.

Question 26

"Calling" the tactic indicates to the other side that you know he is ____________ or ____________.

Question 27

Which is a Category of Marginally Ethical Negotiating Tactics?

A) Traditional Competitive Bargaining
B) Emotional Manipulation
C) Misrepresentation to Opponent's Networks
D) Bluffing
E) All of the above

Question 28

Studies have shown that with the exception of "traditional competitive bargaining," men were:

A) significantly less likely to use unethical tactics than women.
B) somewhat less likely to use unethical tactics than women.
C) somewhat more likely to use unethical tactics than women.
D) significantly more likely to use unethical tactics than women.
E) Studies have shown that there is no gender bias in the use of unethical tactics.

Question 29

If you are aware that the other party is bluffing or lying, simply ______________ it, especially if the deception concerns a relatively minor aspect of the negotiation

Question 30

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

A) misrepresentation by omission and misrepresentation by commission
B) misrepresentation by permission and misrepresentation by omission
C) misrepresentation by admission and misrepresentation by permission
D) misrepresentation by admission and misrepresentation by commission
E) None of the above forms of deception are used in misrepresenting the common value issue.

Question 31

Norms are the ____________ social rules-the dos and don'ts-that govern social behavior.

Question 32

McCornack and Levine found that victims had stronger emotional reactions to deception when

A) they had a distant relationship with the subject.
B) the information at stake was unimportant.
C) lying was seen as an unacceptable type of behavior for that relationship.
D) the victim had used deceptive tactics as well.
E) Research found that victims did not have strong emotional reactions in any of the above cases.

Question 33

Ethical criteria for judging appropriate conduct define

A) what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other.
B) what a negotiator can actually make happen in a given situation.
C) what is appropriate as determined by some standard of moral conduct.
D) what the law defines as acceptable practice.
E) All of the above are defined by ethical criteria for judging appropriate conduct.

Question 34

Per a study of ethically ambiguous tactics which of the following is true?

A) There is a significant negative relationship between an attitude toward the use of each specific tactic and the intention to use it
B) There is no significant positive relationship between an attitude toward the use of a specific tactic and actually using that tactic, for four of the five tactics studies
C) Hiding the bottom line was the tactic least frequently used, exaggerating an opening offer was the most commonly used, followed by stalling for time and misrepresenting information.
D) Hiding the bottom line improved negotiator performance in the role-play. Negotiators also believed that making empty promises, misrepresenting information, and exaggerating their opening offer improved their performance.
E) All of the above

Question 35

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

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

Question 36

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) the worth of a particular action is judged on the basis of the consequences it produces.
C) societies, organizations and cultures determine what is ethically appropriate and acceptable within that group.
D) everyone ought to decide for themselves what is right based on their conscience.
E) Rule utilitarians argue all of the above

Question 37

Which tactic is seen as inappropriate and unethical in negotiation?

A) misrepresentation
B) bluffing
C) misrepresentation to opponent's network
D) inappropriate information collection
E) All of the above are seen as inappropriate and unethical tactics.

Question 38

Incidences in cheating in the Boston Marathon included all but one motive. Which one was not identified as a motive for cheating in the race?

A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."

Question 39

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 determined by existing laws and contemporary social standards that define what is right and wrong and where the line is.
C) the rightness of an action is based on the customs and norms of a particular society or community.
D) the rightness of an action is based on one's conscience and moral standards.
E) None of the above defines "duty ethics."

Question 40

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) End-result ethics.
B) Duty ethics.
C) Social context ethics.
D) Personalistic ethics.
E) Reasoning ethics.

Question 41

Which of the following statements about situational influences on unethical conduct is true?

A) The negotiator's past relationship will affect current behavior if the parties have been previously competitive or cooperative.
B) Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as cooperative compared to one who had been exploitative.
C) Negotiators with less power are more likely to abuse what power they have by using less ethical tactics.
D) An individual who confuses private ethics with business morality makes an effective negotiator.
E) None of the above statements about situational influences on unethical conduct is True.

Question 42

According to Hitt, what are the four standards for evaluating strategies and tactics in business and negotiation?

Question 43

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

A) ignoring the tactic
B) "calling" the tactic
C) responding in kind
D) discussing what you see and offer to help them change to more honest behaviors
E) None of the above tactics should be used to respond to another party's dirty tricks.

Question 44

What is the implication of the dilemma of honesty?

Question 45

Which was not one of the findings of a recent study?

A) If told to "do your best," partied reported less honestly than if they had a specific goal to meet
B) Participants who had to meet specific goals were more likely to overstate their productivity than those without
C) Participants who had to meet specific goals were more likely to overstate their success when their actual performance was closer to the goal
D) Participants who had to meet specific goals were more likely to overstate in those situations where they thought they "deserved" the reward based on overall productivity.

Question 46

What does a "social contract" explain?

Question 47

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

Question 48

When using the "intimidation" tactic to detect deception, one should

A) emphasize the futility and impending danger associated with continued deceit.
B) lie to the other to make them believe you have uncovered their deception.
C) play down the significance of any deceptive act.
D) make a "no-nonsense" accusation of the other.
E) None of the above actions would be used as part of the intimidation tactic.

Question 49

The negotiators' past relationship will affect current behavior if the parties

A) have been previously competitive.
B) have been previously cooperative.
C) feel indebted to one another.
D) hold grudges toward one another.
E) The negotiators' past relationship will affect current behavior under all of the above conditions.

Question 50

Which of the following personality traits can most strongly predict the predisposition to behave unethically?

A) cooperativeness
B) Machiavellianism
C) locus of control
D) moral development
E) None of the above can predict the predisposition to behave unethically.

Question 51

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

Question 52

Define ethics.

Question 53

Research studies have shown that individuals who are strongly Machiavellian are

A) more willing and able con artists.
B) more likely to lie when they need to.
C) better able to tell bigger lies with out feeling anxious about it.
D) more persuasive and effective in their lies.
E) Individuals who are strongly Machiavellian have all of the above traits.

Question 54

Describe a pharmaceutical company's dilemma about its new miracle drug that will cure some forms of cancer from an "end-results" ethics perspective.

Question 55

Define "social contract ethics."

Question 56

What is the purpose of using marginally ethical ambiguous negotiating tactics?

Question 57

Which of the following statements about group and organizational norms is false?

A) Job related pressures within particular work groups, departments, or divisions may be such that marginally ethical behavior is not only tolerated, but even condoned.
B) The more loyalty and commitment people feel toward an organization, the less that loyalty may be abused.
C) Organizations may exert direct pressures on an individual to breach ethics or even break the law in the service of achieving some corporate or organizational goal.
D) The pressures of escalating commitment may predispose parties to commit more unethical actions.
E) All of the above statements about group and organizational norms are True.

Question 58

When using the "altered information" tactic to detect deception, one should

A) try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie.
B) exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.
C) point out behaviors you detect in the other which might be an indication they are lying.
D) indicate one's true concern for the other's welfare.
E) None of the above actions would be used as part of the altered information tactic.

Question 59

Research results have generally indicated that higher levels of moral development are associated with

A) less ethical decisions.
B) more cheating behavior.
C) less helping behavior.
D) more resistance to authority figures who are attempting to dictate unethical conduct.
E) Higher levels of moral development are associated with all of the above.

Question 60

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

Question 61

Studies show that women make more ethical judgments, but only when the consequences of their decisions affect:

Question 62

What two aspects of the negotiator's relationship with the other party affect the disposition to use unethical tactics?

Question 63

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 64

Negotiators with relatively more power are more likely to abuse that power by using:

Question 65

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

Question 66

How does an organization's cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?

Question 67

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

Question 68

What is the ethical danger of using agents in negotiation?

Question 69

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 70

What is the role of incentives?

Question 71

What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?

Question 72

How does age affect the use of ethically questionable tactics?

Question 73

How does locus of control affect ethical behavior?

Question 74

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

Question 75

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