Question 1

The six categories of marginally ethical negotiating tactics are: 1)competitive bargaining,2)emotional manipulation,3)misrepresentation,4)misrepresentation to opponent's networks,5)inappropriate information gathering,and 6)____________.

Accepted Answer

bluffing

Question 2

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.

Accepted Answer

motivation

Question 3

Explanations and justifications are self-serving ____________ for one's own conduct.

Accepted Answer

rationalizations

Question 4

Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.

Accepted Answer

The answer of Negotiation is based on information dependence-the exchange...

Question 5

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

Accepted Answer

The answer of There is a positive relationship between an...

Question 6

Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.

Accepted Answer

The answer of Many negotiators fail to understand the nature...

Question 7

The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences.

Accepted Answer

The answer of The concept of ____________ ethics states that...

Question 8

Negotiators were more likely to make more deceptive arguments,negotiate for a longer period of time,and make fewer concessions to the counterpart they previously experienced as ____________ compared to one who had been ____________.

Accepted Answer

The answer of Negotiators were more likely to make more...

Question 9

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.

Accepted Answer

The answer of Social contract ethicists focus on what individuals...

Question 10

When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.

Accepted Answer

The answer of When a negotiator has used a tactic...

Question 11

____________ can be defined as individual and personal beliefs for deciding what is right and wrong.

Accepted Answer

The answer of ____________ can be defined as individual and...

Question 12

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.

Accepted Answer

The answer of Reasonable people will ____________ as to exactly...

Question 13

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Accepted Answer

The answer of The purpose of using ethically ambiguous negotiating...

Question 14

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

Accepted Answer

The answer of Misrepresentation by ____________ is defined as failing...

Question 15

Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.

Accepted Answer

The answer of Critics of personalistic ethics argue that there...

Question 16

Research subjects who rated themselves as ____________ were significantly more likely to use bluffing,misrepresentation and a variety of other dishonest tactics than subjects who rated themselves as "cooperative."

Accepted Answer

The answer of Research subjects who rated themselves as ____________...

Question 17

A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________.

Accepted Answer

The answer of A negotiator who judges a tactic on...

Question 18

Most of the ethical questions in negotiation are about standards of ____________.

Accepted Answer

The answer of Most of the ethical questions in negotiation...

Question 19

____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces.

Accepted Answer

The answer of ____________ hold that the moral value and...

Question 20

Dawson's study shows that when making decisions about ____________ issues,women were significantly more ethical than men.

Accepted Answer

The answer of Dawson's study shows that when making decisions...

Quiz 5: Ethics in Negotiation