Question 1

Evidence suggests that negotiators who use unethical tactics end up with more favorable outcomes.

Accepted Answer

Research indicates that while unethical tactics might provide short-term gains, they often lead to long-term disadvantages, such as damaged relationships, reputational harm, and decreased trust, which can ultimately result in less favorable outcomes.

Question 2

Negotiators who lie by making explicit claims about other offers that do not exist may be liable for damages if they are sued.

Accepted Answer

Negotiators have a duty to act in good faith and lying about other offers that do not exist breaches that duty. This can result in a claim for fraudulent misrepresentation, and the negotiator may be liable for damages if they are sued.

Question 3

Describe some consequences of unethical negotiation behavior for the unethical negotiator.

Accepted Answer

The answer of Describe some consequences of unethical negotiation behavior...

Question 4

Define ethics.Why might ethics be or appear to be incompatible with the nature of negotiation? What aspects of the negotiation would negotiators consider in order to negotiate as ethically as possible?

Accepted Answer

The answer of Define ethics.Why might ethics be or appear...

Question 5

Briefly describe six steps that negotiators can take to avoid unethical negotiating behaviors.

Accepted Answer

The answer of Briefly describe six steps that negotiators can...

Question 6

When people compare others to themselves,they tend to be more critical of others' ethics and suspicious of their motives.

Accepted Answer

This phenomenon is known as the false consensus effect, where individuals tend to overestimate the extent to which others share their beliefs, attitudes, and behaviors. As a result, they may perceive deviations from their own norms as negative or suspicious.

Question 7

Misrepresenting one's BATNA can be construed as fraud.

Accepted Answer

BATNA (Best Alternative to a Negotiated Agreement) is an important concept in negotiation strategy. Misrepresenting one's BATNA, or presenting a false alternative, can deceive the other party and is considered an unethical negotiation tactic. In some cases, misrepresenting one's BATNA can even be considered as fraud. Therefore, the statement is true.

Question 8

Some people view ethics and morals differently,with ethics reflecting personal values and morals reflecting social values.

Accepted Answer

Ethics often refers to rules provided by an external source, e.g., codes of conduct in workplaces or principles in religions. Morals refer to an individual’s own principles regarding right and wrong.

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