Chapter 08 – Ethics in Negotiation
Chapter 08
Ethics in Negotiation
1. (p. 172) ____________ can be defined as individual and personal views for deciding what is
right and wrong.
2. (p. 172) The concept of ____________ ethics states that the rightness of an action is
determined by evaluating the pros and cons of its consequences.
3. (p. 176) Most of the ethical questions and issues in negotiation are about standards of
____________ __________.
4. (p. 177) Negotiation is based on information dependence—the exchange of information to
5. (p. 180) The six categories of marginally ethical negotiating tactics are: 1) competitive
bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to
6. (p. 181) Misrepresentation by ____________ is defined as failing to disclose information
which would benefit the other.
