Question 1

Nationality can help predict who will use or have more favorable attitudes toward using ethically questionable negotiating behaviors.

Accepted Answer

Research has shown that cultural norms and values associated with nationality can influence attitudes towards ethically questionable negotiating behaviors, such as deception or using pressure tactics. For example, studies have found that individuals from collectivist cultures may be more accepting of these tactics in negotiation than those from individualistic cultures.

Question 2

Prepare well,build rapport,test your assumptions and share each party's true interests,preferences and priorities.These are examples of how to:
A)Engage in self-assessment.
B)Frame arguments ethically.
C)Create an honest negotiating environment.
D)Detect deception in the other negotiator.

Accepted Answer

These are examples of creating an honest negotiating environment, where both parties can trust each other and work towards finding a mutually beneficial solution. Engaging in self-assessment and detecting deception in the other negotiator may be part of the negotiation process, but they are not the main focus of these actions. Framing arguments ethically is also important for creating an honest environment, but it is not as comprehensive as including each party's true interests and priorities.

Question 3

__________ negotiators accept traditional competitive bargaining tactics as ethical.
A)A small minority of.
B)Most.
C)Collaborative.
D)Only amateur.

Accepted Answer

Most negotiators accept traditional competitive bargaining tactics as ethical. While some may prefer more collaborative approaches, competitive bargaining is generally considered acceptable within the field of negotiation.

Question 4

"Actions are ethical as long as they provide the greatest good for the greatest number of people." This statement describes:
A)The utilitarianism ethical reasoning framework.
B)The rights and duties ethical reasoning framework.
C)The social contract ethical reasoning framework.
D)The fairness and justice ethical reasoning framework.

Accepted Answer

The statement reflects the fundamental principle of utilitarianism ethical reasoning framework, which states that the ethicalness of an action is determined by its ability to maximize happiness or pleasure and minimize pain or suffering for the greatest number of people.

Question 5

Misrepresentation and inappropriate information gathering are examples of:
A)Ethical negotiating tactics.
B)Ethically questionable negotiating tactics.
C)Unethical negotiating tactics.
D)Typical integrative negotiating tactics.

Accepted Answer

The answer of Misrepresentation and inappropriate information gathering are examples...

Question 6

"Negotiations are ethical as long as the tactics are respectful of others,do not preclude others from using them,and are accepted by rational people acting rationally." This statement describes:
A)The utilitarianism ethical reasoning framework.
B)The rights and duties ethical reasoning framework.
C)The social contract ethical reasoning framework.
D)The fairness and justice ethical reasoning framework.

Accepted Answer

The answer of "Negotiations are ethical as long as the...

Question 7

Which of the following is not considered ethically questionable?
A)Exaggerating your opening offer.
B)Talking to superiors of your negotiating opponent to suggest things that would undermine their confidence in your opponent.
C)Promising that good things will happen to your opponent if he or she gives you what you want,even if you know that you can't or won't deliver these things.
D)Offering future concessions in return for immediate concessions.

Accepted Answer

Offering future concessions in return for immediate concessions is a common negotiation tactic and is not generally considered ethically questionable. The other options all involve some level of deception or manipulation, which could be seen as unethical.

Question 8

Which of the following is true about personality and negotiating behavior?
A)Negotiators who think they are competitive are more likely to use ethically questionable tactics than those who think they are cooperative.
B)Competitive negotiators are just as ethical as cooperative negotiators when dealing with other cooperative individuals.
C)Cooperative negotiators use less deceptive tactics than others when negotiating with competitive opponents.
D)High Machiavellians are highly selective when it comes to the deceptive tactics that they use.

Accepted Answer

Negotiators who perceive themselves as competitive are more inclined to use ethically questionable tactics compared to those who view themselves as cooperative, as they may prioritize winning over ethical considerations.

Question 9

Lies of omission,such as not disclosing target and resistance points,are an example of which of the following categories of ethically questionable tactics?
A)Traditional competitive bargaining.
B)False promises.
C)Misrepresentation.
D)Inappropriate information gathering.

Accepted Answer

Lies of omission, such as not disclosing target and resistance points, fall under traditional competitive bargaining, where withholding information is a common tactic to gain an advantage.

Question 10

Ethical reasoning frameworks are useful for all of the following except:
A)Producing consistent results when using more than one framework.
B)Assessing the ethicality of a particular action or decision.
C)A negotiator who wants to discuss the ethicality of his or her own negotiating behaviors.
D)A negotiator who wants to discuss the ethicality of the other negotiator's negotiating behaviors.

Accepted Answer

Ethical reasoning frameworks are designed to help assess and discuss the ethicality of actions or decisions (B, C, D). However, using more than one framework may not always produce consistent results (A) because different frameworks can emphasize different ethical principles or values, leading to potentially divergent conclusions.

Question 11

Negotiators with a competitive orientation are more likely to:
A)Be honest.
B)Share objective and accurate information.
C)Misrepresent information.
D)Overlook the other party's unethical tactics.

Accepted Answer

Negotiators with a competitive orientation are more likely to misrepresent information as their primary goal is to win and achieve their objectives, even if it means using deceptive tactics. They are less likely to prioritize honesty and sharing objective information, and may also overlook or use unethical tactics themselves.

Question 12

People who label behaviors as unethical before they see the outcome,but later approve of these behaviors when they learn that the outcome was positive,are:
A)Overlooking indirect unethical behavior.
B)Overlooking gradual unethical behavior.
C)Influenced by the consistency bias.
D)Influenced by the outcome bias.

Accepted Answer

People who change their evaluation of a behavior based on the outcome demonstrate the outcome bias. They are more influenced by the end result than the actual behavior itself. This can lead to a lack of accountability for unethical behavior as long as it leads to a positive outcome.

Question 13

Which of the following is not true about negotiators who have more power?
A)They bluff more often.
B)They communicate less with the other party.
C)They want even more power.
D)They are less likely to retaliate or seek revenge if they are duped by the other party.

Accepted Answer

Negotiators who have more power may be less likely to feel the need to retaliate or seek revenge if they are duped by the other party, as they already have an advantage in the negotiation. Therefore, option D is not true. Option A and B may be true as negotiators with more power may use tactics such as bluffing and communicating less to maintain their advantage. Option C may also be true as negotiators with more power may want to further strengthen their position.

Question 14

A negotiator can enhance his or her power by using deceptive tactics.

Accepted Answer

While using deceptive tactics may be unethical, it can be effective in increasing the negotiator's perceived power or leverage in the negotiation. However, it also carries the risk of damaging trust and harming the long-term relationship between the parties.

Question 15

An ethical alternative to lying about your bottom line is to:
A)Focus on your problems or needs.
B)Obtain limited authority so you do not have to lie.
C)Inject new issues with real value.
D)Commit to the other party's standards instead of committing to his or her positions.

Accepted Answer

Focusing on your problems or needs is an ethical alternative to lying about your bottom line because it allows you to be honest about your situation without compromising your integrity.

Question 16

Men are more likely than women to exaggerate opening offers.

Accepted Answer

The answer of Men are more likely than women to...

Question 17

To redeem themselves,negotiators who have failed in prior negotiations are likely to:
A)Use whatever means it will take,including deception,to win.
B)Avoid deceptive tactics to maintain their reputations.
C)Negotiate integratively.
D)Focus more on ethical tactics during the preparation stage of the negotiation.

Accepted Answer

Negotiators who have failed previously may resort to using any means necessary, including deception, to ensure a win and redeem themselves.

Question 18

We are less likely to notice others' unethical behaviors when they occur in small increments rather than when they occur suddenly.

Accepted Answer

This phenomenon is known as "the slippery slope" or "the foot-in-the-door" effect, where people become gradually desensitized to unethical behavior, making it easier for them to accept and engage in it. The gradual nature of the behavior makes it harder to identify and perceive as unethical, leading to a higher likelihood of it going unnoticed or unchecked.

Question 19

We tend to overlook unethical behaviors that involve:
A)Bad outcomes.
B)Direct harm.
C)In-group favoritism.
D)The unethical actions of persons who were told to behave unethically by a superior.

Accepted Answer

In-group favoritism is a type of unethical behavior that involves favoring members of one's own group over others. This can lead to discrimination and unequal treatment, even if there are no immediately bad outcomes or direct harm caused. The other choices (A, B, and D) all involve more obvious forms of unethical behavior that would be harder to overlook.

Question 20

Even the most well-intentioned negotiators routinely commit ethical lapses.

Accepted Answer

Negotiators may consciously or unconsciously engage in unethical behavior due to various reasons such as pressure to close a deal, lack of knowledge about ethical standards, or personal biases. Even with good intentions, ethical violations may occur.

Quiz 9: Ethics: Right and Wrong Do Exist when you Negotiate

Nationality can help predict who will use or have more favorable attitudes toward using ethically questionable negotiating behaviors.

Prepare well,build rapport,test your assumptions and share each party's true interests,preferences and priorities.These are examples of how to:

__________ negotiators accept traditional competitive bargaining tactics as ethical.

"Actions are ethical as long as they provide the greatest good for the greatest number of people." This statement describes:

Misrepresentation and inappropriate information gathering are examples of:

"Negotiations are ethical as long as the tactics are respectful of others,do not preclude others from using them,and are accepted by rational people acting rationally." This statement describes:

Which of the following is not considered ethically questionable?

Which of the following is true about personality and negotiating behavior?

Lies of omission,such as not disclosing target and resistance points,are an example of which of the following categories of ethically questionable tactics?

Ethical reasoning frameworks are useful for all of the following except:

Negotiators with a competitive orientation are more likely to:

People who label behaviors as unethical before they see the outcome,but later approve of these behaviors when they learn that the outcome was positive,are:

Which of the following is not true about negotiators who have more power?

A negotiator can enhance his or her power by using deceptive tactics.

An ethical alternative to lying about your bottom line is to:

Men are more likely than women to exaggerate opening offers.

To redeem themselves,negotiators who have failed in prior negotiations are likely to:

We are less likely to notice others' unethical behaviors when they occur in small increments rather than when they occur suddenly.

We tend to overlook unethical behaviors that involve:

Even the most well-intentioned negotiators routinely commit ethical lapses.