Question 1

Insincere threats or promises exemplifies which marginally ethical negotiating tactic?

Accepted Answer

A)   Misrepresentation
B)   Bluffing
C)   Traditional competitive bargaining
D)   Emotional manipulationE) A) and D)
F) B) and C)

Question 2

As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. What are these consequences based on?

Accepted Answer

Whether the tactic is effectiv...

Question 3

Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?

Accepted Answer

A)   Misrepresentation by permission and misrepresentation by omission
B)   Misrepresentation by admission and misrepresentation by commission
C)   Misrepresentation by admission and misrepresentation by permission
D)   Misrepresentation by omission and misrepresentation by commissionE) B) and C)
F) All of the above

Question 4

Responding in kind is the clearest way to indicate to the other side that you know he is bluffing or lying.

Accepted Answer

A) True 
 B)False

Question 5

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?

Accepted Answer

Study participants were able to correctl...

Question 6

Research shows that deception in negotiation is more likely in which of the following cases?

Accepted Answer

A)   An organization's ethical standards of behaviour are transparent
B)   A negotiator perceives the current situation as a loss frame rather than a gain frame
C)   A person is concerned more with the future circumstances than what the circumstances are in the present
D)   Incentives are low or non-existentE) All of the above
F) A) and B)

Question 7

How does Carr argue that strategy in business is analogous to strategy in a game of poker?

Accepted Answer

He advocates that business ought to play...

Question 8

Most of the ethical questions in negotiation are concerned with standards of truth telling.

Accepted Answer

A) True 
 B)False

Question 9

The use of unethical tactics may provoke what response from the "victim?"

Accepted Answer

Victims of the use of unethical tactics ...

Question 10

Research has found that victims had stronger emotional reactions to deception when:

Accepted Answer

A)   lying was seen as an unacceptable type of behaviour for that relationship.
B)   the information at stake was unimportant.
C)   the victim had used deceptive tactics as well.
D)   they had a distant relationship with the subject.E) A) and B)
F) A) and C)

Question 11

What is the purpose of using ethically ambiguous negotiating tactics?

Accepted Answer

To increase the nego...

Question 12

Misrepresentation to opponent's networks is defined as failing to disclose information which would benefit the other.

Accepted Answer

A) True 
 B)False

Question 13

Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent's networks?

Accepted Answer

Misrepresentation is distortin...

Question 14

Not disclosing your walkaway point in a negotiation or making an inflated opening offer exemplifies which marginally ethical negotiating tactic?

Accepted Answer

A)   Emotional manipulation
B)   Bluffing
C)   Traditional competitive bargaining
D)   MisrepresentationE) A) and D)
F) None of the above

Question 15

What is the implication of the dilemma of trust?

Accepted Answer

A)   We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.
B)   We believe everything the other says and can be manipulated by their dishonesty.
C)   We do not believe anything the other says and therefore are immune to their dishonesty.
D)   We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.E) A) and B)
F) None of the above

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Misrepresentation by refers to actually lying about the common-value issue.

Accepted Answer

A)   omission
B)   commission
C)   remission
D)   submissionE) A) and D)
F) A) and C)

Question 18

A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation?

Accepted Answer

A)   Whether the tactic is effective
B)   Whether the tactic is completely or marginally unethical
C)   How the negotiator evaluates the tactic
D)   How the other person, his or her constituencies, and audiences evaluate the tacticE) B) and C)
F) All of the above

Question 19

The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

Accepted Answer

A) True 
 B)False

Question 20

Compare and contrast end-result ethics with duty ethics.

Accepted Answer

With end-result ethics, the approach to ...

Exam 10: Confronting the Dark Side: Deception and Ethical Dilemmas

Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?

Correct AnswerverifiedShow Answer

Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent's networks?

Correct AnswerverifiedMisrepresentation is distortin...View AnswerShow Answer

The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

Correct AnswerverifiedShow Answer

Responding in kind is the clearest way to indicate to the other side that you know he is bluffing or lying.

Correct AnswerverifiedShow Answer

Compare and contrast end-result ethics with duty ethics.

Correct AnswerverifiedWith end-result ethics, the approach to ...View AnswerShow Answer

What is the purpose of using ethically ambiguous negotiating tactics?

Correct AnswerverifiedTo increase the nego...View AnswerShow Answer

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?

Correct AnswerverifiedStudy participants were able to correctl...View AnswerShow Answer

Misrepresentation to opponent's networks is defined as failing to disclose information which would benefit the other.

Correct AnswerverifiedShow Answer

As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. What are these consequences based on?

Correct AnswerverifiedWhether the tactic is effectiv...View AnswerShow Answer

Most of the ethical questions in negotiation are concerned with standards of truth telling.

Correct AnswerverifiedShow Answer

What is the implication of the dilemma of trust?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

How does Carr argue that strategy in business is analogous to strategy in a game of poker?

Correct AnswerverifiedHe advocates that business ought to play...View AnswerShow Answer

Misrepresentation by refers to actually lying about the common-value issue.

Correct AnswerverifiedShow Answer

Not disclosing your walkaway point in a negotiation or making an inflated opening offer exemplifies which marginally ethical negotiating tactic?

Correct AnswerverifiedShow Answer

The use of unethical tactics may provoke what response from the "victim?"

Correct AnswerverifiedVictims of the use of unethical tactics ...View AnswerShow Answer

Research has found that victims had stronger emotional reactions to deception when:

Correct AnswerverifiedShow Answer

Research shows that deception in negotiation is more likely in which of the following cases?

Correct AnswerverifiedShow Answer

A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation?

Correct AnswerverifiedShow Answer

Insincere threats or promises exemplifies which marginally ethical negotiating tactic?

Correct AnswerverifiedShow Answer

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Misrepresentation is distortin...
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With end-result ethics, the approach to ...
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To increase the nego...
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Study participants were able to correctl...
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Whether the tactic is effectiv...
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He advocates that business ought to play...
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Victims of the use of unethical tactics ...
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