Question 1

According to a study exploring whether or not there is such a thing as an honest face, researchers concluded that men's faces accurately reflected their tendency toward honesty, but women's faces were not particularly valid indicators of their truthfulness.

Accepted Answer

The study mentioned suggests that there is a perceived correlation between men's facial features and honesty, but this correlation was not found to be significant for women.

Question 2

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

Accepted Answer

Victims tend to have stronger emotional reactions to deception when lying is perceived as unacceptable in the context of their relationship, as it violates their expectations and trust.

Question 3

Insincere threats or promises exemplifies which marginally ethical negotiating tactic?

Accepted Answer

Bluffing involves making insincere threats or promises to mislead the other party in negotiations.

Question 4

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

Accepted Answer

Traditional competitive bargaining involves tactics like not disclosing your walkaway point or making inflated opening offers to gain an advantage.

Question 5

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

Accepted Answer

Asking questions can uncover hidden information or intentions that a negotiator might not voluntarily disclose, providing a deeper understanding of their position or needs.

Question 6

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

Accepted Answer

The answer of Responding in kind is the clearest way...

Question 7

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

Accepted Answer

Responding in kind can escalate the conflict and lead to a breakdown in negotiations, making it the least preferable method.

Question 8

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

Negotiators should be ready to justify their tactics to themselves to ensure they align with their ethical standards and negotiation goals.

Question 9

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

Accepted Answer

The justification implies that the negotiator had no choice or control over the situation, suggesting a lack of responsibility for the actions taken.

Question 10

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.

Accepted Answer

Real consequences can shape future behavior by reinforcing or discouraging the use of certain tactics based on past outcomes.

Question 11

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

Accepted Answer

Negotiators often use misrepresentation by omission, where they leave out important information, and misrepresentation by commission, where they actively provide false information, to deceive others about the common value issue.

Question 12

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

Accepted Answer

Misrepresentation by commission involves actively providing false information or lying about an issue.

Question 13

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

Accepted Answer

This is true according to studies, which found that individuals were more likely to withhold information or avoid mentioning key details than to actively fabricate or misrepresent facts.

Question 14

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.

Accepted Answer

This statement accurately reflects the psychological phenomenon of projection and self-fulfilling prophecies. If someone believes that others are likely to misrepresent or deceive them, they may feel justified in doing the same out of a sense of self-preservation or fear. This can create a cycle of distrust and dishonesty that reinforces itself over time.

Question 15

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

Accepted Answer

Ethically ambiguous tactics are often used to gain a temporary advantage or leverage in negotiations, even if they may not align with ethical standards.

Question 16

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.

Accepted Answer

Research in negotiation and psychology suggests that individuals are more likely to use deceptive tactics when they believe the other party lacks knowledge, especially in high-stakes situations, as it may increase their chances of achieving a favorable outcome.

Question 17

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

The consequences of using an unethical tactic depend on how others perceive and evaluate the tactic, including the other party involved, their constituencies, and any audiences observing the negotiation.

Question 18

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

Accepted Answer

Deception in negotiation is more likely when a negotiator perceives the situation as a loss frame, as they may resort to unethical tactics to avoid losses.

Question 19

Bribery is an example of which marginally ethical negotiating tactic?

Accepted Answer

Bribery involves obtaining information or influence through unethical means, which aligns with inappropriate information gathering.

Question 20

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

Accepted Answer

Explanations and justifications can be objective and aim to clarify or provide reasons for actions, not necessarily serving the interests of the other party.

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