Deck 9: The Dynamics of Disputes and Third-Party Help

Question 1

Asking questions can reveal a great deal of information, some of which the negotiator may intentionally leave undisclosed/unsaid.

Answer 1

True

Question 2

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

Answer 2

True

Question 3

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

Answer 3

True

Question 4

Studies show that subjects were more willing to lie by omission than by commission.

Question 5

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.

Question 6

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

Question 7

The primary motivation to use an ethically ambiguous tactic is to increase the negotiator's temporary power advantage.

Question 8

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

Question 9

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

Question 10

Point of view can be defined as individual and personal views for deciding what is right and wrong.

Question 11

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

Question 12

Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.

Question 13

Questions and debate regarding the ethical standards for truth telling are central and fundamental in the negotiating process.

Question 14

The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.

Question 15

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

Question 16

Real consequences-rewards and punishments that arise from using a tactic or not using it-should not only motivate a negotiator's present behaviour, but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.

Question 17

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

Question 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.

Question 19

Misrepresentation by omission is defined as actually lying about the common value issue.

Question 20

Explanations and justifications are self-serving rationalizations for the other party's conduct.

Question 21

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

Question 22

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

Question 23

What is the implication of the dilemma of honesty?

Question 24

What is the implication of the dilemma of trust?

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

Question 25

Define ethics.

Question 26

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

Question 27

What is the purpose of using ethically ambiguous negotiating tactics?

Question 28

Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?

A) ignoring the tactic
B) "calling" the tactic
C) responding in kind
D) discussing what you see and offer to help them change to more honest behaviours
E) None of the answers are correct

Question 29

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

A) misrepresentation by omission and misrepresentation by commission
B) misrepresentation by permission and misrepresentation by omission
C) misrepresentation by admission and misrepresentation by permission
D) misrepresentation by admission and misrepresentation by commission
E) None of the answers are correct.

Question 30

Proponents of personalistic ethics argue that

A) the best way to achieve the greatest good is to closely follow a set of rules and principles.
B) the worth of a particular action is judged on the basis of the consequences it produces.
C) societies, organizations, and cultures determine what is ethically appropriate and acceptable within that group.
D) everyone ought to decide for themselves what is right based on their conscience.
E) all of the answers are correct

Question 31

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.

Question 32

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?

A) End-result ethics.
B) Duty ethics.
C) Social context ethics.
D) Personalistic ethics.
E) Reasoning ethics.

Question 33

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

A) whether the tactic is effective
B) how the other person, his or her constituencies, and audiences evaluate the tactic
C) how the negotiator evaluates the tactic
D) None of the answers are correct
E) All of the answers (except D) are correct

Question 34

When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?

Question 35

Which is a category of marginally ethical negotiating tactics?

A) Traditional competitive bargaining
B) Emotional manipulation
C) Misrepresentation
D) Bluffing
E) All of the answers are correct

Question 36

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

Question 37

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

A) they had a distant relationship with the subject.
B) the information at stake was unimportant.
C) lying was seen as an unacceptable type of behaviour for that relationship.
D) the victim had used deceptive tactics as well.
E) None of the answers are correct

Question 38

When using the justification that "the tactic was unavoidable," the negotiator is saying that

A) the negotiator was not in full control of his or her actions and hence should not be held responsible.
B) what the negotiator did was really trivial and not very significant.
C) the tactic helped to avoid greater harm.
D) the quality of the tactic should be judged by its consequences.
E) All of the answers are correct

Question 39

The concept of "duty ethics" states that

A) the rightness of an action is determined by evaluating the pros and cons of its consequences.
B) the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is.
C) the rightness of an action is based on the customs and norms of a particular society or community.
D) the rightness of an action is based on one's conscience and moral standards.
E) None of the answers are correct

Question 40

Which tactic is seen as inappropriate and unethical in negotiation?

A) misrepresentation
B) bluffing
C) misrepresentation to opponent's network
D) inappropriate information collection
E) All of the answers are correct

Question 41

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?

Question 42

What is/are the risks associated with frequent use of the self-serving process?

Question 43

What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"

Question 44

Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?