Question 1

Studies show that women make more ethical judgments, but only when the consequences of their decisions affect:

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Question 2

What two aspects of the negotiator's relationship with the other party affect the disposition to use unethical tactics?

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Question 3

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 4

Negotiators with relatively more power are more likely to abuse that power by using:

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Question 5

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

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Question 6

How does an organization's cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?

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Question 7

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

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Question 8

What is the ethical danger of using agents in negotiation?

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Question 9

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 10

What is the role of incentives?

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Question 11

What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?

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Question 12

How does age affect the use of ethically questionable tactics?

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Question 13

How does locus of control affect ethical behavior?

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Question 14

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 15

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

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Quiz 9: Ethics in Negotiation