Question 1

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

Accepted Answer

Asking questions can lead to the disclosure of information that a negotiator may have intended to keep hidden, thus revealing a great deal of information.

Question 2

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

Accepted Answer

When using a potentially provocative tactic in a negotiation, a skilled negotiator anticipates potential negative reactions and prepares to justify why they used the tactic. This self-reflection helps the negotiator evaluate the effectiveness and ethical implications of their actions as well as defend their decisions if necessary.

Question 3

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

Accepted Answer

Ethical questions in negotiation often revolve around issues of honesty and truth telling, such as whether it is ethical to lie, deceive, or withhold information during a negotiation.

Question 4

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

Accepted Answer

This is true. In a study conducted by researchers from the University of Chicago, subjects were given the opportunity to earn money by either reporting their own performance accurately or by dishonestly misrepresenting it. The results showed that participants were more likely to lie by omitting information than by actively telling a lie.

Question 5

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

Accepted Answer

Research has shown that individuals are more likely to use deceptive tactics when negotiating with someone they perceive as uninformed or unknowledgeable, especially in high-stakes situations.

Question 6

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

Accepted Answer

Negotiation involves sharing and gathering information about each other's preferences and priorities to come to a mutually beneficial agreement. Therefore, negotiation is based on information dependence.

Question 7

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

Accepted Answer

Ethically ambiguous tactics may provide a temporary advantage to the negotiator, as they may catch the other party off-guard, confuse them, or create a sense of urgency or pressure. However, over the long term, such tactics may damage the negotiator's reputation, harm the relationship with the other party, and undermine the trust and integrity of the negotiation process. Ultimately, negotiators should strive to use tactics that are both effective and ethical, and that contribute to a mutually beneficial outcome.

Question 8

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

Accepted Answer

Misrepresentation to opponent's networks is actually defined as intentionally providing false or misleading information to an opponent's network.

Question 9

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

Accepted Answer

The answer of Responding in kind is the clearest way...

Question 10

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

Accepted Answer

The definition of point of view provided is incorrect. Point of view refers to the perspective or vantage point from which a story or event is narrated, and can vary depending on the narrator or character. It is not necessarily related to individual or personal views about what is right and wrong.

Question 11

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

Accepted Answer

The given definition describes rule ethics, not end-result ethics. End-result ethics focuses on the consequences or outcomes of an action rather than universal standards or principles.

Question 12

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

Accepted Answer

Ethics issues in negotiation often revolve around honesty and when to disclose information or tell the truth. This can be a challenging area because negotiators may feel pressure to either withhold information or deceive the other party in order to gain an advantage in the negotiation, but doing so may violate ethical standards.

Question 13

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

Accepted Answer

The statement is correct as ethical standards for truth telling are a significant part of negotiation ethics. It is essential to uphold truthfulness, transparency, and honesty in the negotiating process to build trust and foster a mutually beneficial agreement.

Question 14

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

Accepted Answer

The fundamental questions of ethical conduct can arise in any type of negotiation situation, not just distributive bargaining. It is important to consider ethical principles such as honesty, fairness, and respect for others in all negotiations.

Question 15

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

Accepted Answer

End-result ethics is also known as consequentialism, which evaluates the moral worth of an action based on its outcomes or consequences. Therefore, the statement is true.

Question 16

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

Accepted Answer

Real consequences such as rewards and punishments play a significant role in motivating negotiators' present behavior and shaping their predisposition to use similar strategies in similar situations in the future.

Question 17

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

Accepted Answer

The six categories of marginally ethical negotiating tactics typically include traditional competitive bargaining, emotional manipulation, misrepresentation, bluffing, inappropriate information gathering, and misrepresentation to opponent's networks. Competitive bargaining is not considered marginally ethical.

Question 18

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.

Accepted Answer

The concept of "social ethics" or "cultural relativism" holds that the rightness of an action is based on the customs and norms of a particular society or community. Personalistic ethics, on the other hand, emphasizes the importance of personal relationships and individual virtues in determining ethical behavior.

Question 19

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

Accepted Answer

Misrepresentation by omission involves withholding relevant information, rather than lying about it. While it can still be deceptive, it is not the same as actually lying about the issue at hand.

Question 20

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

Accepted Answer

The answer of Explanations and justifications are self-serving rationalizations for...

Quiz 9: The Dynamics of Disputes and Third-Party Help