Question 1

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

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Question 2

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

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Question 3

What is the implication of the dilemma of honesty?

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Question 4

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 answers are correct

Accepted Answer

The dilemma of trust implies that if we trust everything the other party says, we risk being manipulated by their dishonesty.

Question 5

Define ethics.

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Question 6

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

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Question 7

What is the purpose of using ethically ambiguous negotiating tactics?

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Question 8

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 behaviours
E) None of the answers are correct

Accepted Answer

Responding in kind is the least preferable method because it can escalate the conflict and lead to a breakdown in negotiations, rather than resolving the issue constructively.

Question 9

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 answers are correct.

Accepted Answer

Research has shown that negotiators use misrepresentation by omission, which involves leaving out important information, and misrepresentation by commission, which involves actively providing false information, in misrepresenting the common value issue.

Question 10

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) all of the answers are correct

Accepted Answer

Proponents of personalistic ethics emphasize the importance of individual determination of right and wrong, based on personal conscience and values. This is in contrast to approaches that rely on external rules and standards.

Question 11

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.

Accepted Answer

This statement is true. The idea is that if someone believes that the other person is likely to misrepresent themselves, they may feel tempted to do so themselves in order to compete or protect themselves from being at a disadvantage. This can create a harmful cycle of misrepresentation and distrust.

Question 12

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.

Accepted Answer

The central tenet of end-result ethics is that actions are more right if they promote more happiness and more wrong if they produce unhappiness. This approach focuses on the consequences of actions and is also known as consequentialism or utilitarianism. Duty ethics, social context ethics, personalistic ethics, and reasoning ethics all have different central tenets and do not prioritize happiness as the measure of right and wrong.

Question 13

A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation?
A) whether the tactic is effective
B) how the other person, his or her constituencies, and audiences evaluate the tactic
C) how the negotiator evaluates the tactic
D) None of the answers are correct
E) All of the answers (except D) are correct

Accepted Answer

The answer of A negotiator who employs an unethical tactic...

Question 14

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

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Question 15

Which is a category of marginally ethical negotiating tactics?
A) Traditional competitive bargaining
B) Emotional manipulation
C) Misrepresentation
D) Bluffing
E) All of the answers are correct

Accepted Answer

All the options listed are considered categories of marginally ethical negotiating tactics, as they involve strategies that may be seen as deceptive or manipulative in negotiations.

Question 16

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

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Question 17

Research has 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 behaviour for that relationship.
D) the victim had used deceptive tactics as well.
E) None of the answers are correct

Accepted Answer

When lying is seen as an unacceptable behavior for a particular relationship, the victim may experience stronger emotional responses to deception. This is because the act of lying goes against the expectations and norms of that relationship, leading the victim to feel a sense of betrayal or violated trust.

Question 18

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) All of the answers are correct

Accepted Answer

The justification "the tactic was unavoidable" implies that the negotiator had no other option and thus was not in full control of their actions, suggesting they should not be held responsible.

Question 19

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 answers are correct

Accepted Answer

The answer of The concept of "duty ethics" states that
A)...

Question 20

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 answers are correct

Accepted Answer

All the tactics listed are considered inappropriate and unethical in negotiation as they involve deceit, manipulation, or unfair practices.

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

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

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

What is the implication of the dilemma of honesty?

What is the implication of the dilemma of trust?

Define ethics.

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

What is the purpose of using ethically ambiguous negotiating tactics?

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

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

Proponents of personalistic ethics argue that

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.

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 negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation?

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

Which is a category of marginally ethical negotiating tactics?

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

Research has found that victims had stronger emotional reactions to deception when

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

The concept of "duty ethics" states that

Which tactic is seen as inappropriate and unethical in negotiation?