Question 1

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

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Question 2

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

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Question 3

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

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Question 4

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 5

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 6

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

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Question 7

Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?

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Question 8

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

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Question 9

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

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Question 10

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?

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Question 11

What is the implication of the dilemma of honesty?

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Question 12

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

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Quiz 8: Ethics in Negotiation