Deck 5: Ethics in Negotiation

Question 1

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)____________.

Answer 1

bluffing

Question 2

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

Answer 2

motivation

Question 3

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

Answer 3

rationalizations

Question 4

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

Question 5

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

Question 6

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 7

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

Question 8

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 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

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

Question 15

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 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

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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 22

Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.

Question 23

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 24

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

Question 25

The social contract view would prescribe which behaviors are appropriate in a particular context in terms of what people owe one another.

Question 26

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

Question 27

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

Question 28

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 29

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

Question 30

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 31

The concept of end-result ethics emphasizes that one ought to commit one's self to a series of moral rules or standards,and make decisions based on those rules.

Question 32

The concept of end-result ethics argues that it is deemed acceptable to break a rule or violate a procedure in the service of some greater good.

Question 33

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

Question 34

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

Question 35

Hiding the bottom line hurt negotiator performance in role plays.

Question 36

People may be more motivated to appear moral,rather than to act morally,because to act morally may have a number of costs attached to it.

Question 37

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

Question 38

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 39

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

Question 40

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

Question 41

Explanations allow the negotiator to convince others that conduct that would ordinarily be wrong in a given situation is acceptable and are looked upon as self-serving for one's own conduct.

Question 42

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 43

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 44

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 45

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 46

Machiavellianism appears to be a very weak predictor of ethical conduct.

Question 47

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 48

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 part your 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 49

Respondents who expected to be in a short-term relationship were more likely to see the ethically marginal tactics as appropriate than those expecting a long-term relationship.

Question 50

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.

Question 51

A balance of power should lead to less stable,less ethical conduct than an imbalance.

Question 52

Eastern Europeans are significantly more likely to use bluffing in negotiations than Americans.

Question 53

Research has shown that it is very clear that situational influences can predispose very ethical people to do ethically marginal things.

Question 54

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 55

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 56

An individual who confuses private ethics with business morality does not make an effective negotiator.

Question 57

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 58

The more complex an individual's moral reasoning capability,the more he or she perceives conflict between personal standards and typical organizational demands.

Question 59

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 60

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 61

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 62

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 63

Define "social contract ethics."

Question 64

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 65

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 without 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 66

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 67

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 68

Define ethics.

Question 69

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 70

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 71

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

Question 72

What does a "social contract" explain?

Question 73

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 74

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 75

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 76

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 77

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 78

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 79

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 80

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.