The primary motivation to use an ethically ambiguous tactic is to increase the negotiator's temporary power advantage.
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Q30: Real consequences-rewards and punishments that arise from
Q31: Research has shown that negotiators use what
Q32: Misrepresentation by refers to actually lying about
Q33: Studies show that subjects were more willing
Q36: Individuals are more willing to use deceptive
Q37: A negotiator who employs an unethical tactic
Q38: Research shows that deception in negotiation is
Q39: Bribery is an example of which marginally
Q40: Explanations and justifications are self-serving rationalizations for
Q59: One's own temptation to misrepresent creates a
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