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75 Cards in this Set
- Front
- Back
- 3rd side (hint)
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____________ can be defined as individual and personal views for deciding what is right and wrong. |
Answer: Morals
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Page: 254
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The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences.
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Answer: end result
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Page: 255
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Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.
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Answer: disagree
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Page: 256
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____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces.
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Answer: Utilitarians
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Page: 257
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Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return.
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Answer: community
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Page: 262
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Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper.
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Answer: disputes
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Page: 264
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Most of the ethical questions in negotiation are about standards of ____________.
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Answer: truth-telling
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Page: 265
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Negotiation is based on information dependence—the exchange of information to learn the true ____________ and ____________ of the other negotiator.
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Answer: preferences, priorities
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Page: 266
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The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent’s networks, 5) inappropriate information gathering, and 6) ____________.
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Answer: bluffing
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Page: 268
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There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.
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Answer: intention
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Page: 269
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Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
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Answer: omission
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Page: 270
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The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s ______________ in the bargaining environment.
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Answer: power
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Page: 272
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The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.
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Answer: motivation
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Page: 273
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When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.
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Answer: defend
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Page: 276
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A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________.
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Answer: utilitarianism
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Page: 277
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Explanations and justifications are self-serving ____________ for one’s own conduct.
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Answer: rationalizations
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Page: 278
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Dawson's study shows that when making decisions about ____________ issues, women were significantly more ethical than men.
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Answer: relational
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Page: 281
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Research subjects who rated themselves as ____________ were significantly more likely to use bluffing, misrepresentation and a variety of other dishonest tactics than subjects who rated themselves as "cooperative."
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Answer: aggressive
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Page: 283
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Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as ____________ compared to one who had been ____________.
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Answer: exploitative, cooperative
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Page: 286
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Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________.
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Answer: integrity
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Page: 288
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Norms are the ____________ social rules—the dos and don’ts—that govern social behavior.
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Answer: informal
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Page: 288
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Asking questions can reveal a great deal of information, some of which the negotiator may intentionally leave ____________.
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Answer: undisclosed
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Page: 291
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“Calling” the tactic indicates to the other side that you know he is ____________ or ____________.
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Answer: bluffing, lying
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Page: 293
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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
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Answer: ignore
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Page: 293
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In general, the “respond in kind” approach is best treated as a ____________ ____________ strategy.
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Answer: “last resort”
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Page: 294
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The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.
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Answer: False Page: 252
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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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Answer: False Page: 255
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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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Answer: False Page: 255
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The concept of end-result ethics argues that it is deemed acceptable to break a rule or violate a procedure in the service of some greater good.
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Answer: True Page: 257
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The concept of end-result ethics emphasizes that one ought to commit one's self to a series of moral rules or standards, and make decisions based on those rules.
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Answer: False Page: 260
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The social contract view would prescribe which behaviors are appropriate in a particular context in terms of what people owe one another.
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Answer: True Page: 262
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Duty ethics argues that everyone ought to decide for himself or herself what is right based on his or her conscience.
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Answer: False Page: 263
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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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Answer: True Page: 265
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Questions and debate regarding the ethical standards for truth-telling are central and fundamental in the negotiating process.
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Answer: True Page: 266
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Hiding the bottom line hurt negotiator performance in role plays.
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Answer: False Page: 269
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Misrepresentation by omission is defined as actually lying about the common value issue.
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Answer: False Page: 270
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Studies show that subjects were more willing to lie by omission than by commission.
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Answer: True Page: 270
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Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.
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Answer: True Page: 272
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People may be more motivated to appear moral, rather than to act morally, because to act morally may have a number of costs attached to it.
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Answer: True Page: 274
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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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Answer: True Page: 274
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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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Answer: True Page: 277
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Research findings indicate that the more a subject felt that the partner's explanation was adequate for his or her deception, the more the subject expressed feelings of injustice, disapproval, punitiveness, and unforgiveness toward the partner.
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Answer: False Page: 278
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Research has shown that it is very clear that situational influences can predispose very ethical people to do ethically marginal things.
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Answer: True Page: 279
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Eastern Europeans are significantly more likely to use bluffing in negotiations than Americans.
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Answer: False Page: 282
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Machiavellianism appears to be a very weak predictor of ethical conduct.
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Answer: False Page: 284
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Respondents who expected to be in a short-term relationship were more likely to see the ethically marginal tactics as appropriate than those expecting a long-term relationship.
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Answer: True Page: 287
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A balance of power should lead to less stable, less ethical conduct than an imbalance.
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Answer: False Page: 287
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An individual who confuses private ethics with business morality does not make an effective negotiator.
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Answer: True Page: 288
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The more complex an individual's moral reasoning capability, the more he or she perceives conflict between personal standards and typical organizational demands.
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Answer: True Page: 289
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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.
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Answer: True Page: 293
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Define ethics.
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Answer: Broadly applied social standards for what is right or wrong in a particular situation, or the process for setting those standards.
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Page: 254
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According to Hitt, what are the four standards for evaluating strategies and tactics in business and negotiation?
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Answer: (1) Choose a course of action on the basis of results I expect to achieve; (2) Choose a course of action on the basis of my duty to uphold appropriate rules and principles; (3) Choose a course of action on the basis of the norms, values, and strategy of my organization or community; and, (4) Choose a course of action on the basis of my personal convictions.
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Page: 255
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Describe a pharmaceutical company’s dilemma about its new miracle drug that will cure some forms of cancer from an “end-results” ethics perspective.
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Answer: It cannot release the drug yet because it has to comply with government regulation that controls drug testing prior to widespread distribution, and thousands of lives may be lost before the government approves the drug. Is it unethical to keep the drug off the market while the regulatory testing goes on? Or is it unethical to release the drug before it has been thoroughly tested?
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Page: 257
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Define "social contract ethics."
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Answer: The rightness of an action is based on the customs and norms of a particular society or community.
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Page: 262
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What does a "social contract" explain?
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Answer: Within the framework of social contract ethics, a social contract explains what the individual is expected to give to the community, what the individual can get back from the community, and the social rules or norms that govern that community and which all members are expected to follow.
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Page: 262
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How does Carr argue that strategy in business is analogous to strategy in a game of poker?
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Answer: He advocates that business ought to play its game as poker players do. Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions. If an executive refuses to bluff periodically – if he or she feels obligated to tell the truth, the whole truth, and nothing but the truth all the time – he or she is probably ignoring opportunities permitted under the "rules" of business and is probably at a heavy disadvantage in business dealings.
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Page: 265
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What is the implication of the dilemma of honesty?
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Answer: We tell the other party our exact requirements and limits in negotiation, and it is likely that we will never do better than this minimum level.
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Page: 266
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Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent’s networks?
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Answer: Misrepresentation is distorting information or negotiation events in describing them to others, while misrepresentation to opponent’s networks is corrupting your opponent’s reputation with his peers.
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Page: 268
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What is the purpose of using marginally ethical ambiguous negotiating tactics?
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Answer: To increase the negotiator's power in the bargaining environment.
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Page: 272
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When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?
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Answer: If they anticipated that the other would be competitive rather than cooperative.
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Page: 273
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As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. These consequences are based on:
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Answer: Whether the tactic is effective, how the other party evaluates the tactic, and how the negotiator evaluates the tactic.
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Page: 274
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The use of unethical tactics may provoke what response from the "victim?"
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Answer: Victims of the use of unethical tactics are likely to seek retaliation and revenge. The victim is unlikely to trust the other party again, may seek revenge from the negotiator in future dealings, and may also generalize this experience to negotiations with others.
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Page: 275
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What is/are the risks associated with frequent use of the self-serving process?
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Answer: The more frequently negotiators engage in this self-serving process, the more their judgments about ethical standards and values will become biased, diminishing their ability to see the truth for what it is.
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Page: 278, 279
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Studies show that women make more ethical judgments, but only when the consequences of their decisions affect:
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Answer: someone else.
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Page: 281
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How does age affect the use of ethically questionable tactics?
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Answer: Research has shown that both men and women make more ethical decisions as they age. Older parties tend to see bluffing as more acceptable and deception as less acceptable. Older individuals were significantly more likely to see marginally ethical tactics as inappropriate.
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Page: 281
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What were the results of the study between district attorneys and public defenders on the use of deceptive negotiation tactics?
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Answer: Public defenders saw the tactics as more appropriate than district attorneys, that both groups increased their approval of the tactics when they thought the other party was likely to use them, and that public defenders increased their approval as a "defensive move" more than district attorneys.
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Page: 281, 282
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How does locus of control affect ethical behavior?
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Answer: Individuals who are high in internal control are more likely to do what they think is right, and feel that they have more control over producing the outcomes they want to achieve in a situation in which there were temptations to be less than ethical. Locus of control seems most important when individuals can also exert control over outcomes. Locus of control appears to be a moderately powerful contributor to ethical decision making.
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Page: 284
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What is the role of incentives?
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Answer: A second factor that can influence a negotiator’s tendency to use ethically ambiguous tactics is the role of incentives in place in a given situation.
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Page: 286
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What two aspects of the negotiator's relationship with the other party affect the disposition to use unethical tactics?
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Answer: What the relationship has been like in the past and what the parties would like it to be in the future.
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Page: 286
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Negotiators with relatively more power are more likely to abuse that power by using:
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Answer: Unethical tactics
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Page: 287
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What is the ethical danger of using agents in negotiation?
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Answer: A number of authors have suggested that when we act as an agent for someone else—particularly when the goals for that agent are to get the best possible agreement—agents may be more willing to violate personal ethical standards. In essence, acting as an agent may release people from their own personal ethical standards and code and allow them to create their own standards of legitimacy—that it is appropriate to do whatever is necessary to maximize the results for the constituent.
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Page: 288
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How does an organization’s cultural or ethical climate contribute to the playing a key role in legitimizing inappropriate behavior?
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Answer: Studies have shown that different companies can have distinctly different ethical climates or cultures. Companies differ in how they value and endorse ethical conduct or appear to condone and tolerate marginally ethical behavior in the service of achieving corporate objectives at any price.
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Page: 288
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What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"
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Answer: (1) Ask probing questions; (2) force the other party to lie or back off; (3) “call the tactic”; (4) discuss what you see and offer to help them change to more honest behaviors; (5) respond in kind; and, (6) ignore the tactic.
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Page: 291 - 293
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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?
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Answer: Study participants were able to correctly identify the most honest men in the group as they aged, but their assessment of women was largely inaccurate. The researchers concluded that men’s faces accurately reflected their tendency toward honesty, but women’s faces were not particularly valid indicators of their truthfulness. Page: 294
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Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?
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Answer: (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? |
Page: 295
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