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

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 behaviors
E) None of the above tactics should be used to respond to another party's dirty tricks.




Answer: C

When using the "altered information" tactic to detect deception, one should

When using the "altered information" tactic to detect deception, one should 

A) try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie.
B) exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.
C) point out behaviors you detect in the other which might be an indication they are lying.
D) indicate one's true concern for the other's welfare.
E) None of the above actions would be used as part of the altered information tactic.



Answer: B

When using the "intimidation" tactic to detect deception, one should

When using the "intimidation" tactic to detect deception, one should 

A) emphasize the futility and impending danger associated with continued deceit.
B) lie to the other to make them believe you have uncovered their deception.
C) play down the significance of any deceptive act.
D) make a "no-nonsense" accusation of the other.
E) None of the above actions would be used as part of the intimidation tactic.




Answer: D

Which of the following statements about group and organizational norms is false?

Which of the following statements about group and organizational norms is false? 

A) Job related pressures within particular work groups, departments, or divisions may be such that marginally ethical behavior is not only tolerated, but even condoned.
B) The more loyalty and commitment people feel toward an organization, the less that loyalty may be abused.
C) Organizations may exert direct pressures on an individual to breach ethics or even break the law in the service of achieving some corporate or organizational goal.
D) The pressures of escalating commitment may predispose parties to commit more unethical actions.
E) All of the above statements about group and organizational norms are True.

Answer: B

The negotiators' past relationship will affect current behavior if the parties

The negotiators' past relationship will affect current behavior if the parties 

A) have been previously competitive.
B) have been previously cooperative.
C) feel indebted to one another.
D) hold grudges toward one another.
E) The negotiators' past relationship will affect current behavior under all of the above conditions.

Answer: E

Which of the following statements about situational influences on unethical conduct is true?

Which of the following statements about situational influences on unethical conduct is true? 

A) The negotiator's past relationship will affect current behavior if the parties have been previously competitive or cooperative.
B) 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 cooperative compared to one who had been exploitative.
C) Negotiators with less power are more likely to abuse what power they have by using less ethical tactics.
D) An individual who confuses private ethics with business morality makes an effective negotiator.
E) None of the above statements about situational influences on unethical conduct is True.




Answer: A

Which was not one of the findings of a recent study?

Which was not one of the findings of a recent study? 

A) If told to "do your best," partied reported less honestly than if they had a specific goal to meet
B) Participants who had to meet specific goals were more likely to overstate their productivity than those without
C) Participants who had to meet specific goals were more likely to overstate their success when their actual performance was closer to the goal
D) Participants who had to meet specific goals were more likely to overstate in those situations where they thought they "deserved" the reward based on overall productivity.

Answer: B

Research results have generally indicated that higher levels of moral development are associated with

Research results have generally indicated that higher levels of moral development are associated with 

A) less ethical decisions.
B) more cheating behavior.
C) less helping behavior.
D) more resistance to authority figures who are attempting to dictate unethical conduct.
E) Higher levels of moral development are associated with all of the above.




Answer: D

Research studies have shown that individuals who are strongly Machiavellian are

Research studies have shown that individuals who are strongly Machiavellian are 

A) more willing and able con artists.
B) more likely to lie when they need to.
C) better able to tell bigger lies with out feeling anxious about it.
D) more persuasive and effective in their lies.
E) Individuals who are strongly Machiavellian have all of the above




Answer: E

Which of the following personality traits can most strongly predict the predisposition to behave unethically?

Which of the following personality traits can most strongly predict the predisposition to behave unethically? 

A) cooperativeness
B) Machiavellianism
C) locus of control
D) moral development
E) None of the above can predict the predisposition to behave unethically.





Answer: B

Studies have shown that with the exception of "traditional competitive bargaining," men were:

Studies have shown that with the exception of "traditional competitive bargaining," men were: 

A) significantly less likely to use unethical tactics than women.
B) somewhat less likely to use unethical tactics than women.
C) somewhat more likely to use unethical tactics than women.
D) significantly more likely to use unethical tactics than women.
E) Studies have shown that there is no gender bias in the use of unethical tactics.





Answer: D

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

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) The justification that "the tactic was unavoidable" implies all of the above.




Answer: A

McCornack and Levine found that victims had stronger emotional reactions to deception when

McCornack and Levine 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 behavior for that relationship.
D) the victim had used deceptive tactics as well.
E) Research found that victims did not have strong emotional reactions in any of the above cases.

Answer: C

Incidences in cheating in the Boston Marathon included all but one motive. Which one was not identified as a motive for cheating in the race?

Incidences in cheating in the Boston Marathon included all but one motive. Which one was not identified as a motive for cheating in the race? 

A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."





Answer: B

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

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 above forms of deception are used in misrepresenting the common value issue.





Answer: A

Per a study of ethically ambiguous tactics which of the following is true?

Per a study of ethically ambiguous tactics which of the following is true? 

A) There is a significant negative relationship between an attitude toward the use of each specific tactic and the intention to use it
B) There is no significant positive relationship between an attitude toward the use of a specific tactic and actually using that tactic, for four of the five tactics studies
C) Hiding the bottom line was the tactic least frequently used, exaggerating an opening offer was the most commonly used, followed by stalling for time and misrepresenting information.
D) Hiding the bottom line improved negotiator performance in the role-play. Negotiators also believed that making empty promises, misrepresenting information, and exaggerating their opening offer improved their performance.
E) All of the above




Answer: D

Which tactic is seen as inappropriate and unethical in negotiation?

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 above are seen as inappropriate and unethical tactics.




Answer: E

Which is a Category of Marginally Ethical Negotiating Tactics?

Which is a Category of Marginally Ethical Negotiating Tactics? 

A) Traditional Competitive Bargaining
B) Emotional Manipulation
C) Misrepresentation to Opponent's Networks
D) Bluffing
E) All of the above




Answer: E

What is the implication of the dilemma of trust?

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 above describes the implication of the dilemma of trust.




Answer: A

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy? 

A) Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions.
B) If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business
C) Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception
D) Bluffing, exaggeration and concealment are legitimate ways for corporations to maximize their self interest
E) None of the above arguments refute Carr's claim





Answer: C

Proponents of personalistic ethics argue that

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) Rule utilitarians argue all of the above




Answer: D

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of: 

A) end-result ethics.
B) duty ethics.
C) social contract ethics.
D) personalistic ethics.
E) utilitarian ethics.





Answer: B

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?

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.




Answer: A

Ethical criteria for judging appropriate conduct define

Ethical criteria for judging appropriate conduct define 

A) what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other.
B) what a negotiator can actually make happen in a given situation.
C) what is appropriate as determined by some standard of moral conduct.
D) what the law defines as acceptable practice.
E) All of the above are defined by ethical criteria for judging appropriate condu




Answer: C

The concept of "duty ethics" states that

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 above defines "duty ethics."




Answer: B

Which of the following statements about the three approaches for inoculating against the arguments of other parties is false?

Which of the following statements about the three approaches for inoculating against the arguments of other parties is false?

A) The most effective approach is the "double defense" approach.
B) The least effective approach is that of developing arguments only in support of our own position.
C) The best way to inoculate people against attacks on their position is to involve them in developing a defense.
D) Asking people to make public statements supporting their original position decreases their resistance to counterarguments.
E) All of the above statements are true.



Answer: D

How can negotiators prevent the other party from making public commitments?

How can negotiators prevent the other party from making public commitments? 

A) emphasize statements of commitment
B) respond to all statements of commitment
C) look for a rationale to explain why the commitment does not apply at this time
D) make pubic commitments of their own
E) All of the above can be used to prevent the other party from making public commitments.

Answer: C

What are three major things that a listener can do to resist another's influence efforts?

What are three major things that a listener can do to resist another's influence efforts? 

A) have a good BATNA, avoid public commitments, and defend one's self against the other's persuasive message
B) avoid BATNAs, make a public commitment, and pay close attention to the other's persuasive message
C) have a good BATNA, make a public commitment, and defend one's self against the other's persuasive message
D) avoid BATNAs, avoid public commitments, and pay close attention to the other's persuasive message
E) None of the above contains techniques that can be used to resist the other's influence efforts.

Answer: C

How can we reward people for what they say during a negotiation?

How can we reward people for what they say during a negotiation?

A) acknowledge and support a point that they have made
B) ignore or underplay points that we feel need to be emphasized but which weren't
C) encourage the other party to develop unfavorable points
D) accept all concessions and favors without returning any
E) None of the above tactics can be used to reward people for what they say during a negotiation.

Answer: A

Why is it important to explore the other party's outlook?

Why is it important to explore the other party's outlook? 

A) It can give us more information.
B) It can lead us to designing solutions to meet both sides' needs.
C) It further increases the other party's feeling of being listened to.
D) It makes the other party more receptive to meeting our needs.
E) It is important to explore the other party's outlook for all of the above reasons.




Answer: E

Which of the following is a condition for the use of pressure?

Which of the following is a condition for the use of pressure? 

A) The other party is independent of the power holder.
B) The agent controls some form of resources which can be denied or taken away from the other party.
C) The punishment can only be administered in a single manner.
D) The resources in question are not controlled by a single individual.
E) None of the above is conditions for the use of pressure.




Answer: B

In what way can resources be used in negotiation?

In what way can resources be used in negotiation? 

A) as a means to get attention and a means to overcome resistance
B) through the principles of social proof and the norm of reciprocity
C) as a BATNA and an exchange tactic
D) in exchange and pressure tactics
E) Resources cannot be used in any of the above ways.






Answer: D

The process of ____________ to a position states that once people have decided something, they can be remarkable persistent in their beliefs.

The process of ____________ to a position states that once people have decided something, they can be remarkable persistent in their beliefs. 

A) proof
B) commitment
C) reciprocity
D) reward
E) All of the above principles state that once people have decided something, they can be remarkable persistent in their beliefs.

Answer: B

The norm of reciprocity

The norm of reciprocity 

A) suggests that when we receive something from another person we should respond in the future with a favor for them.
B) plays only a nominal role in negotiations.
C) applies only to favors of the same size.
D) is prevalent only in Western culture.
E) None of the above statements describe the norm of reciprocity.




Answer: A

Researchers have found that expressing high anger and low compassion toward another led the negotiators to

Researchers have found that expressing high anger and low compassion toward another led the negotiators to 

A. a greater desire to work together in the future.
B. achieve more joint gains.
C. find and explore commonalities in experience.
D. an unaffected ability to yield greater individual gains.
E. Expressing high anger and low compassion can lead to all of the above.




Answer: D

A useful negotiating tactic, therefore, is to identify and discuss experiences, characteristics, and opinions you hold in common with the other party and this tactic is labeled

A useful negotiating tactic, therefore, is to identify and discuss experiences, characteristics, and opinions you hold in common with the other party and this tactic is labeled 

A) perceived emotion.
B) perceived ingratiation.
C) perceived friendliness.
D) perceived similarity.
E) perceived helpfulness.




Answer: D

The effective use of persistence means

The effective use of persistence means 

A) pursuing one's goals blindly and rigidly.
B) communicating with natural enthusiasm, sincerity and spontaneity.
C) finding new, unique, and creative ways to pursue the same request.
D) considering the long term consequences of their behavior on their future reputations.
E) None of the above defines the effective use of persistence.




Answer: C

Status gives people visibility, which allows them to get attention and be heard. Where do people get their status from among the following criteria?

Status gives people visibility, which allows them to get attention and be heard. Where do people get their status from among the following criteria? 

A) Their occupation.
B) Their age.
C) Their education level.
D) Their manner of dress.
E) All the above.





Answer: E

Which of the following statements about source credibility is true?

Which of the following statements about source credibility is true? 

A) The stronger the perceived qualifications and expertise on the subject matter, the lower the credibility.
B) People appear more or less credible because of their "presence."
C) Trustworthiness, and how qualified the person appears to be, are less powerful characteristics in determining our perception of another's credibility than the type of person the source is.
D) When meeting others they don't know, people generally tend to evaluate them negatively rather than positively.
E) All of the above statements about source credibility are true.

Answer: B

The recency effect

The recency effect 

A) indicates that the important points should be made early.
B) should be used when the topics are familiar, interesting, or controversial to the receiver.
C) states the tendency for the last item presented to be the best remembered.
D) states that the first item in a long list of items is the one most likely to be remembered.
E) None of the above statements about the recency effect are true.




Answer: C

All but one of the following is an aspect of messages that foster the peripheral route. Which one is not?

All but one of the following is an aspect of messages that foster the peripheral route. Which one is not? 

A) Message order.
B) Format.
C) Distractions.
D) Source Credibility.
E) All of the above are aspects of the messages of the peripheral route.




Answer: D

Which of the following statements about persuasive style is false?

Which of the following statements about persuasive style is false? 

A) People learn better and are more likely to change their attitudes and beliefs for the long term when they are actively involved in the process of learning and understanding new material.
B) Metaphors should not be used as persuasion tools because they can lead the other party to believe that you're filled with "hot air".
C) People who argue positions that are thought to be counter to their self-interest are generally more persuasive.
D) Language of relatively low intensity seems to be more effective than highly intense language.
E) All of the above statements about persuasive style are true.

Answer: B

Two-sided messages tend to be most effective

Two-sided messages tend to be most effective 

A) with better educated audiences.
B) when the other party initially disagrees with the position.
C) when the other party will be exposed to people who will argue points of view different from the position advocated.
D) when the issue discussed is already familiar.
E) Two-sided messages are effective in all of the above situations.

Answer: E

Which of the following is not an aspect that contributes to persuasion through the central route?

Which of the following is not an aspect that contributes to persuasion through the central route? 

A) One- and two-sided messages.
B) Message components.
C) Repetition.
D) Motivations.
E) Conclusions.




Answer: D

Persuasion occurring through the peripheral route is

Persuasion occurring through the peripheral route is 

A) likely to last a shorter time than central route persuasion.
B) integrated into existing cognitive structures.
C) used to determine if the position taken by the source has any merit.
D) involves thought and integration of the message into the individual's previously existing cognitive structures.
E) None of the above occurs through the peripheral route of persuasion.

Answer: A