Negotiation 8th Edition By Roy Lewicki - Test Bank Instant Download - Complete Test Bank With Answers Sample Questions Are Posted Below Negotiation, 8e (Lewicki) Chapter 5 Ethics in Negotiation 1) ________ are broadly applied social standards for what is right or wrong in a particular situation, or a process …
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Negotiation 8th Edition By Roy Lewicki – Test Bank
Instant Download – Complete Test Bank With Answers
Sample Questions Are Posted Below
Negotiation, 8e (Lewicki)
Chapter 5 Ethics in Negotiation
1) ________ are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. They differ from ________, which are individual and personal beliefs for deciding what is right and wrong.
Answer: Ethics
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
2) The concept of ________ ethics states that the rightness of an action is determined by one’s obligation to adhere to consistent principles, laws, and social standards that define what is right and wrong and where the line is.
Answer: duty
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
3) The concept of ________ ethics is that the rightness of the action is based on one’s own conscience and moral standards.
Answer: personalistic
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
4) Business ethics frequently confuse what is ethical versus 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).
Answer: prudent
Topic: Ethics versus Prudence versus Practicality versus Legality
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
5) Duty ethics emphasize that individuals ought to commit themselves to a series of moral rules or standards and make decisions based on those principles. The term ________—derived from the Greek word for obligation—is commonly used to label this school of thought.
Answer: deontology
Topic: Duty Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
6) Social ________ ethics believes that the rightness of an action is based on the customs and norms of a particular community.
Answer: contract
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
7) Most of the ethical questions in negotiation are about standards of ________ telling.
Answer: truth
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
8) Conscious misstatements, concealment of pertinent facts, exaggeration, insincere threats, or promises are all examples of ________.
Answer: bluffing
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
9) One of the categories of marginally ethical negotiating tactics is ________ manipulation, which involves faking anger, fear, or disappointment or faking elation or satisfaction.
Answer: emotional
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
10) Misrepresentation by ________ means actually lying about an issue for which both parties are seeking the same outcome.
Answer: commission
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
11) Misrepresentation by ________ is defined as failing to disclose information that would benefit the other.
Answer: omission
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
12) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s ________ in the bargaining environment.
Answer: power
Topic: The Power Motive
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
13) A ________-value issue is an issue for which both parties are seeking the same outcome.
Answer: common
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
14) A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on three aspects of the situation. The first aspect is whether the tactic is ________.
Answer: effective, successful
Topic: The Consequences of Unethical Conduct
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
15) When a negotiator has used an ethically ambiguous tactic, they must prepare to defend the tactic. The primary purpose of these explanations and justifications is to ________, explain, or excuse the behavior—to verbalize some good, legitimate reason this tactic was necessary.
Answer: rationalize
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
16) When a negotiator uses an ethically ambiguous tactic and then rationalizes the use with the statement: “The tactic will help avoid negative consequences” or “The tactic will produce good consequences,” they are arguing that the ________ justify the means.
Answer: ends, end
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
17) Studies on ethical behavior have attempted to relate differences in ethical conduct to differences in individual background, religious orientation, age, gender, nationality, and education—collectively, these are all ________ factors.
Answer: demographic
Topic: Demographic Factors
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
18) Social value orientations are preferences people have for acting cooperatively (a “pro-social” orientation) or competitively (a “pro-________” orientation) in a given situation.
Answer: self
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
19) A negotiator acts with ________ when they feel compassion and concern for the other party and take the other’s feelings into account when formulating beliefs and actions.
Answer: empathy
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
20) The personality trait of ________-taking is the tendency to imagine yourself in the other person’s position and entertain their point of view.
Answer: perspective
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
21) Individuals differ in their ________ of control—that is, the degree to which they believe that the outcomes they obtain are largely a result of their own ability and effort versus fate, chance, or circumstance.
Answer: locus
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
22) The simple impact of past experience—particularly ________—can increase the likelihood a negotiator might attempt to use unethical tactics.
Answer: failure
Topic: Past Experience
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
23) Creating a “verbal vacuum” that makes the other uncomfortable and gets them to talk and disclose information is the verbal tactic of ________ you can use to determine whether the other party is acting deceptively.
Answer: silence
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
24) 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.
Answer: ignore
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
25) If you lie to the other party by saying “Your sins are about to be uncovered” indicating that you know what they know but will not discuss it, is the verbal tactic of ________ to determine whether the other party is acting deceptively.
Answer: bluffing
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
26) Morals are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards.
Answer: FALSE
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
27) 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.
Answer: FALSE
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
28) When the rightness of an action is determined by considering obligations to apply universal standards and principles, this is the definition of end-result ethics.
Answer: FALSE
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
29) Discussions of business ethics frequently confuse what is ethical versus what is prudent versus what is practical versus what is legal.
Answer: TRUE
Topic: Ethics versus Prudence versus Practicality versus Legality
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
30) 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.
Answer: FALSE
Topic: Duty Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
31) The social contract view of ethics would prescribe which behaviors are appropriate in a particular negotiation context in terms of what people owe one another.
Answer: TRUE
Topic: Social Contract Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
32) Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.
Answer: FALSE
Topic: Personalistic Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
33) Most of the ethics issues in negotiation are concerned with standards of truth telling in that an individual must decide when they should tell the truth.
Answer: TRUE
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
34) Bribery, infiltration, and spying are all forms of inappropriate information gathering, a marginally ethical negotiating tactic.
Answer: TRUE
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
35) Distorting information or negotiation events in describing them to other is a marginally ethical negotiating tactics called bluffing.
Answer: FALSE
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
36) Misrepresentation by omission is defined as actually lying about the common-value issue.
Answer: FALSE
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
37) In negotiation, a common-value issue is an issue for which both parties are seeking the same outcome.
Answer: TRUE
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
38) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s power in the bargaining environment.
Answer: TRUE
Topic: The Power Motive
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
39) Negotiators demonstrating duty ethics are less comfortable with engaging in marginally unethical behavior such as making false promises or misrepresenting information.
Answer: TRUE
Topic: Other Motives to Behave Unethically
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
40) A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on three aspects of the situation—one of which is whether the tactic was effective.
Answer: TRUE
Topic: The Consequences of Unethical Conduct
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
41) Two variations on the anticipatory justification is when a negotiator uses the rationalization of “He started it” or “They were going to do it anyway, so I will do it first.”
Answer: TRUE
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
42) The primary purpose of explanations and justifications is to rationalize, explain, or excuse a behavior—to verbalize some good, legitimate reason this tactic was necessary.
Answer: TRUE
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
43) A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on three aspects of the situation—one of which is how the other person, their constituencies, and audiences evaluate the tactic.
Answer: TRUE
Topic: The Consequences of Unethical Conduct
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
44) When a negotiator empathizes, they look at the negotiation from the other party’s point of view and when they practice perspective taking, they have compassion and concern for the other party.
Answer: FALSE
Topic: Personality Differences
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
45) Empathy is a more of a cognitive trait and perspective taking is more of an emotional trait.
Answer: FALSE
Topic: Personality Differences
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
46) An internal locus of control means the individual believes the outcomes they obtain are largely a result of their own ability and effort.
Answer: TRUE
Topic: Personality Differences
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
47) An individual at the preconventional level of moral development defines what is right on the basis of some broader set of universal values and principles.
Answer: FALSE
Topic: Moral Development and Personal Values
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
48) An individual at the conventional level of moral development defines what is right on the basis of what their immediate social situation and peer group endorses or what society in general seems to want.
Answer: TRUE
Topic: Moral Development and Personal Values
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
49) When a negotiator wants to determine whether the other party is acting deceptively, they may use the minimization tactic where they down play the significance the deception and help the other party find excuses for the deception.
Answer: TRUE
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
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.
Answer: TRUE
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
51) The concept of “duty ethics” states that
Answer: B
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
52) When evaluating negotiation strategies and tactics by ethical criteria, the evaluation judges
Answer: C
Topic: Ethics versus Prudence versus Practicality versus Legality
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
53) Which approach to ethical reasoning has as one of its central tenets that happiness is defined as presence of pleasure and absence of pain?
Answer: A
Topic: Table 5.1: Four Approaches to Ethical Reasoning
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
54) 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
Answer: B
Topic: Duty Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
55) Proponents of personalistic ethics argue that
Answer: D
Topic: Personalistic Ethics
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
56) Most of the ethical issues that arise in negotiation are concerned with standards of
Answer: C
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
57) What is the implication of the dilemma of trust?
Answer: A
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
58) Which of the following is not listed in the text as a category of a marginally ethical negotiating tactic?
Answer: A
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
59) Which of the following is seen as a marginally ethical negotiating tactic?
Answer: D
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
60) Per a study of the use of ethically ambiguous tactics in two-party, role-playing negotiation situations, which of the following is true?
Answer: D
Topic: Identifying Ethically Ambiguous Tactics and Attitudes toward Their Use
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
61) Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue?
Answer: A
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
62) Once an ethically ambiguous tactic is employed, the negotiator will assess consequences on three standards. Which of the following is not one of those standards?
Answer: B
Topic: The Decision to Use Ethically Ambiguous Tactics: A Model
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
63) Which of the following statements is not true about how power is related to ethical choices in negotiation?
Answer: C
Topic: The Power Motive
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
64) When using the justification that “the tactic was unavoidable,” the negotiator is saying that
Answer: A
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
65) A number of studies have shown that women are more likely to
Answer: D
Topic: Demographic Factors
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
66) Which of the following personality traits can most strongly predict the predisposition to behave unethically?
Answer: B
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
67) Research studies have shown that individuals who are strongly Machiavellian are more
Answer: D
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
68) Research results have generally indicated that higher levels of moral development are associated with
Answer: D
Topic: Moral Development and Personal Values
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
69) Individuals with a high level of internal locus of control believe that the outcomes they obtained are largely a result of
Answer: B
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
70) Which of the following statements about the stages of moral development is true?
Answer: A
Topic: Moral Development and Personal Values
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
71) The negotiators’ past relationship will affect current behavior if the parties
Answer: D
Topic: Contextual Influences on Unethical Conduct
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
72) Which of the following statements about group and organizational norms is false?
Answer: B
Topic: Contextual Influences on Unethical Conduct
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
73) When using the “intimidation” tactic to detect deception, one should
Answer: D
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
74) When using the “altered information” tactic to detect deception, one should
Answer: B
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
75) Which of the following tactics is the least preferable method of responding to another party’s distributive tactics or “dirty tricks”?
Answer: C
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
76) Define ethics.
Answer: Ethics are broadly applied social standards for what is right or wrong in a particular situation, or the process for setting those standards.
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
77) Drawing on various researchers, the authors offer four standards for evaluating strategies and tactics in business and negotiation. What are the four standards?
Answer: (1) Choose a course of action on the basis of results I expect to achieve; (2) Choose a course of action on the basis of my duty to uphold appropriate rules and principles; (3) Choose a course of action on the basis of the norms, values, and strategy of my organization or community; and, (4) Choose a course of action on the basis of my personal convictions.
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
78) Briefly define end-result ethics.
Answer: End-result ethics is an approach to ethical reasoning that holds that the rightness of an action is determined by evaluating the pros and cons of the action’s consequences.
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
79) Define “social contract ethics.”
Answer: The rightness of an action is based on the customs and norms of a particular society or community.
Topic: Ethics Defined
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
80) Briefly describe the difference between prudent and practical.
Answer: Being prudent in negotiation means to be wise, and trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other. Being practical means what a negotiator can actually make happen in a given situation.
Topic: Ethics versus Prudence versus Practicality versus Legality
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
81) When comprehending and analyzing an ethical dilemma, the first step is developing a complete understanding of the moral problem at hand. With the problem fully defined, the path to a convincing solution travels through what three modes of analysis?
Answer: The three modes of analysis are: (1) a determination of economic outcomes of potential courses of action, (2) a consideration of legal requirements that bear on the situation, and (3) an assessment of the ethical obligations to other involved parties regarding what is “right” and “just” and “fair.”
Topic: Ethics versus Prudence versus Practicality versus Legality
Learning Objective: 05-01 Understand whether there are commonly accepted ethical standards that apply to negotiations.
Accessibility: Keyboard Navigation
82) What is the implication of the dilemma of honesty?
Answer: We tell the other party our exact requirements and limits in negotiation, and it is likely that we will never do better than this minimum level.
Topic: Ethically Ambiguous Tactics: Its (Mostly) All about the Truth
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
83) Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent’s networks?
Answer: Misrepresentation is distorting information or negotiation events in describing them to others, while misrepresentation to opponent’s networks is corrupting your opponent’s reputation with his peers.
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
84) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Answer: To increase the negotiator’s power in the bargaining environment.
Topic: The Power Motive
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
85) What is the primary purpose of explanations and justifications a negotiator may use for using an ethically ambiguous negotiating tactic?
Answer: The primary purpose of these explanations and justifications is to rationalize, explain, or excuse the behavior—to verbalize some good, legitimate reason this tactic was necessary.
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
86) A negotiator who employs an unethical tactic will experience consequences that may be positive or negative. The consequences are based on what three aspects of the situation?
Answer: The three situational aspects are: (1) whether the tactic is effective; (2) how the other person, their constituencies, and audiences evaluate the tactic; and (3) how the negotiator evaluates the tactic.
Topic: The Consequences of Unethical Conduct
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
87) The use of unethical tactics may provoke what response from the “victim?”
Answer: Victims of the use of unethical tactics are likely to seek retaliation and revenge. The victim is unlikely to trust the other party again, may seek revenge from the negotiator in future dealings, and may also generalize this experience to negotiations with others.
Topic: The Consequences of Unethical Conduct
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
88) What is/are the risks associated with frequent use of the self-serving rationalization process?
Answer: The more frequently negotiators engage in this self-serving process, the more their judgments about ethical standards and values will become biased, diminishing their ability to see the truth for what it is.
Topic: Explanations and Justifications
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
89) Explain why negotiators with unequal power may encounter frustration with each other when it comes to ethics.
Answer: In negotiation, those with power typically use rule-based or principle-based thinking, while those who lack power focus more on consequences in deciding whether an action is right or wrong. Differences arise because the more powerful party, with a focus on rules, comes off as rigid and unyielding, while the lower-power negotiator strikes the other party as overly focused on consequences at the expense of stable norms and principles.
Topic: The Power Motive
Learning Objective: 05-03 Survey the different types of ethically problematic tactics and how they are perceived.
Accessibility: Keyboard Navigation
90) One of the categories of marginally ethical negotiating tactics is emotional manipulation. Give an example of this tactic.
Answer: When using emotional manipulation, a negotiation may fake anger, fear, disappointment, or fake elation or satisfaction.
Topic: Table 5.2: Categories of Marginally Ethical Negotiating Tactics
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
91) What is a common-value issue and what two forms of deception are used in misrepresenting the common-value issue?
Answer: The common-value issue is an issue for which both parties are seeking the same outcomes. Negotiators use two forms of deception in misrepresenting the common-value issue: misrepresentation by omission (failing to disclose information that would benefit the other) and misrepresentation by commission (actually lying about the common-value issue).
Topic: Deception by Omission versus Commission
Learning Objective: 05-02 Explore the factors that determine how ethics affect negotiation processes.
Accessibility: Keyboard Navigation
92) How does locus of control affect ethical behavior?
Answer: Individuals who are high in internal control are more likely to do what they think is right, and feel that they have more control over producing the outcomes they want to achieve in a situation in which there were temptations to be less than ethical. Locus of control seems most important when individuals can also exert control over outcomes. Locus of control appears to be a moderately powerful contributor to ethical decision making.
Topic: Personality Differences
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
93) A factor that can influence a negotiator’s tendency to use ethically ambiguous tactics is the role of incentives in place in a given situation. What is the role of incentives?
Answer: Greater incentives influenced a negotiator’s inclination to misrepresent to the other party, and they enhanced the negotiator’s expectation that the other party would misrepresent.
Topic: Contextual Influences on Unethical Conduct
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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94) When trying to determine if the other party is being deceptive, one approach is to ask probing questions. What is one possible drawback to asking probing questions?
Answer: While questions can help a negotiator determine whether another is being deceptive, cross-examination may actually increase the seller’s tendency to be deceptive in areas where questions are not being asked.
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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95) One way negotiators deal with the other party’s use of deception is to “call” the tactic. Explain what this means.
Answer: When a negotiator calls the tactic, they indicate to the other side that they know the other party is bluffing or lying. The negotiator should do so firmly, and indicate their displeasure. Remember that mistakenly calling the other party a liar or an unethical negotiator is certainly not the path to a constructive process and fruitful outcome.
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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96) One tactic for detecting deception is futility portrayal. Provide an explanation and example of futility portrayal.
Answer: Negotiators would emphasize the futility and impending danger associated with continued deceit: “The truth will come out someday,” “Don’t dig the hole deeper by trying to cover it up,” “If you try to cover it up, it will only be worse in the future,” “You are all alone in your deception.”
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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97) One tactic for detecting deception is called a chink in the defense. Give an explanation and example for this tactic.
Answer: If a negotiator is using the chink in the defense tactic, they try to get the other party to admit a small or partial lie about some information, and use this to push for admission of a larger lie: “If you lied about this one little thing, how do I know you have not lied about other things?”
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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98) The text offers six ways of dealing with the other party’s use of deception. Asking probing questions is one approach. Name three of the remaining five approaches.
Answer: The remaining five approaches are forcing the other party to lie or back off; “call” the tactic; discuss what you see and offer to help them change to more honest behaviors; respond in kind; and ignore the tactic.
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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99) Provide an explanation and example for the tactic of keeping the status quo in detecting deception by the other party.
Answer: A negotiator using the tactic of keeping the status quo to detect deception would admonish the other to be truthful in order to maintain their good name. “What will people think?” Appeal to their pride and desire to maintain a good reputation.
Topic: Table 5.3: Detecting Deception
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
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100) When a negotiator detects deception, why is it not advisable to respond in kind?
Answer: If the other party bluffs, you bluff more. If they misrepresent, you misrepresent. It simply escalates the destructive behavior and drags you into the mud with the other party.
Topic: How Can Negotiators Deal with the Other Party’s Use of Deception?
Learning Objective: 05-04 Consider how potentially unethical tactics will be received by others in a negotiation and how to detect others’ use of deceptive tactics.
Accessibility: Keyboard Navigation
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
