Deck 8: Ethics in Negotiation

Question 1

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

Answer 1

rationalizations

Question 2

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

Answer 2

power

Question 3

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

Answer 3

omission

Question 4

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 5

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 6

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

Question 7

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

Question 8

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

Question 9

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

Question 10

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

Question 11

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 12

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

Question 13

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

Question 14

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

Question 15

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

Question 16

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 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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 22

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 23

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 24

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

Question 25

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 26

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

Question 27

The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.
Multiple Choice Questions

Question 28

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 29

Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behavior,but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.

Question 30

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 31

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 32

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 33

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 34

Define ethics.

Question 35

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 36

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

Question 37

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 38

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 39

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 40

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 41

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

Question 42

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 43

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

Question 44

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

Question 45

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

Question 46

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

Question 47

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

Question 48

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

Question 49

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

Question 50

What is the implication of the dilemma of honesty?

Question 51

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