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

Question 1

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

Answer 1

True

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.

Answer 2

C

Question 3

__________ negotiators accept traditional competitive bargaining tactics as ethical.

A)A small minority of.
B)Most.
C)Collaborative.
D)Only amateur.

Answer 3

B

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

Question 14

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

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.

Question 16

Men are more likely than women to exaggerate opening offers.

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.

Question 18

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

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.

Question 20

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

Question 21

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

Question 22

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

Question 23

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

Question 24

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?

Question 25

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

Question 26

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

Question 27

Misrepresenting one's BATNA can be construed as fraud.

Question 28

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