Chapter 05
1. ____________ can be defined as individual and personal beliefs for deciding what is right and
wrong.
2. The concept of ____________ ethics states that the rightness of an action is determined by
evaluating the pros and cons of its consequences.
3. Most of the ethical questions in negotiation are about standards of ___________.
4. Negotiation is based on information dependence—the exchange of information to learn the
5. The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2)
emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent’s networks, 5)
6. There is a positive relationship between an attitude toward the use of each specific tactic and
the ______________ to use it.
7. Misrepresentation by ____________ is defined as failing to disclose information which would
benefit the other.
8. The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s
______________ in the bargaining environment.
9. The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.
10. When a negotiator has used a tactic that may produce a reaction the negotiator must prepare
to ____________ the tactic’s use.
11. A negotiator who judges a tactic on the basis of its consequences is making judgments
according to the tenets of act _____________.
12. Explanations and justifications are self-serving ____________ for one’s own conduct.
13. Asking questions can reveal a great deal of information, some of which the negotiator may
intentionally leave ___________.
14. “Calling” the tactic indicates to the other side that you know he is ____________ or
___________.
15. If you are aware that the other party is bluffing or lying, simply ______________ it, especially if
the deception concerns a relatively minor aspect of the negotiation.
16. In general, the “respond in kind” approach is best treated as a ________________________
strategy.
“last resort”
17. The fundamental questions of ethical conduct arise only when we negotiate in distributive
bargaining situations.
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18. The concept of “personalistic ethics” states that the rightness of an action is based on the
customs and norms of a particular society or community.
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19. The rightness of an action is determined by considering obligations to apply universal
standards and principles is the definition of end-result ethics.
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20. Most of the ethics issues in negotiation are concerned with standards of truth telling and how
individuals decide when they should tell the truth.
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21. Questions and debate regarding the ethical standards for truth telling are central and
fundamental in the negotiating process.
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22. Misrepresentation by omission is defined as actually lying about the common-value issue.
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23. Studies show that subjects were more willing to lie by omission than by commission.
24. Individuals are more willing to use deceptive tactics when the other party is perceived to be
uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes
are high.
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25. Real consequences—rewards and punishments that arise from using a tactic or not using it—
should not only motivate a negotiator’s present behavior, but also affect the negotiator’s
predisposition to use similar strategies in similar circumstances in the future.
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26. One’s own temptation to misrepresent creates a self-fulfilling logic in which one believes one
needs to misrepresent because the other is likely to do it as well.
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27. Explanations allow the negotiator to convince others that conduct that would ordinarily be
wrong in a given situation is acceptable and are looked upon as self-serving for one’s own conduct.
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28. The use of silence by a negotiator creates a “verbal vacuum” that makes the other
uncomfortable and helps determine whether the other party is acting deceptively.
29. The concept of “duty ethics” states that
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30. Ethical criteria for judging appropriate conduct define
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31. Only one of the approaches to ethical reasoning has as its central tenet that actions are more
right if they promote more happiness, more wrong as they produce unhappiness. Which approach
applies?
32. Which of the following arguments refutes Carr’s claim that business strategy is analogous to
poker strategy?
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33. What is the implication of the dilemma of trust?
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34. Which is a Category of Marginally Ethical Negotiating Tactics?
35. Which tactic is seen as inappropriate and unethical in negotiation?
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36. Research has shown that negotiators use what two forms of deception in misrepresenting the
common-value issue?
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37. McCornack and Levine found that victims had stronger emotional reactions to deception
when
38. When using the justification that “the tactic was unavoidable,” the negotiator is saying that
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39. When using the “intimidation” tactic to detect deception, one should
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40. When using the “altered information” tactic to detect deception, one should
41. Which of the following tactics is the least preferable method of responding to another party’s
distributive tactics or “dirty tricks”?
42. Define ethics.
43. According to Hitt, what are the four standards for evaluating strategies and tactics in business
and negotiation?
44. How does Carr argue that strategy in business is analogous to strategy in a game of poker?
45. What is the implication of the dilemma of honesty?
46. Considering the categories of marginally ethical negotiating tactics, what is the difference
between misrepresentation and misrepresentation to opponent’s networks?
47. What is the purpose of using marginally ethical ambiguous negotiating tactics?
48. When were negotiators significantly more likely to see the marginally ethical tactics as
appropriate?
49. As a result of employing an unethical tactic, the negotiator will experience positive or negative
consequences. These consequences are based on:
50.
(p. 174) What is/are the risks associated with frequent use of the self-serving process?
51. What actions can a negotiator take to respond to the other party’s distributive tactics or “dirty
tricks?”
52. 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?
53. Negotiators who are considering the use of deceptive tactics should ask themselves what
three questions in order to evaluate the desirability of the tactic?
(1) Will this tactic really enhance my power and achieve my objective? (2) How will the use of these
tactics affect the quality of my relationship with the other party in the future? (3) How will the use of
these tactics affect my reputation as a negotiator?