Archive for September 2017

Which of the following statements about situational influences on unethical conduct is Answer: TRUE?

Which of the following statements about situational influences on unethical conduct is Answer: 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 Answer: TRUE.




Answer: A

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 Answer: 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

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

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

Per a study of ethically ambiguous tactics which of the following is Answer: TRUE?

Per a study of ethically ambiguous tactics which of the following is Answer: 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 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

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

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 conduct.



Answer: C

What is the primary determinant for success in negotiation?

What is the primary determinant for success in negotiation? 




A. a distributive vs. integrative strategy
B. the planning that takes place prior to the dialogue
C. the discussions that precede planning sessions
D. the tactics selected in support of strategic goals
E. all of the above



Answer: B

Accommodative strategies emphasize:

Accommodative strategies emphasize: 



A. Subordinating one's own goals in favor of those of others
B. Secrecy and defensiveness
C. Abandonment of bad images and consideration of ideas based on merit
D. A key attitude of "I win; you lose"
E. All of the above



Answer: A

Characteristics of collaborative strategies include:

Characteristics of collaborative strategies include: 



A. long-term focus
B. trust and openness
C. efforts to find mutually satisfying solutions
D. pursuit of goals held jointly with others
E. all of the above




Answer: E

A negotiator's goals:

A negotiator's goals:





A. are intrinsically in conflict with his opponent's goals
B. have no boundaries or limits
C. are explicitly stated wishes
D. must be reasonably attainable
E. all of the above




Answer: D

Which of the following is not a reason that negotiations fail?

Which of the following is not a reason that negotiations fail? 



A. Allowing insufficient time for planning
B. Failing to set clear objectives
C. Understanding the strengths and weaknesses of their and the other party's positions
D. Depending on being quick and clever during negotiations
E. None of the above.



Answer: C

Accommodation is as much a win-lose strategy as competition, although it has a decidedly different image that involves an imbalance of outcomes, but in the opposite direction ("I lose, you win" as opposed to "I win, you lose").

Accommodation is as much a win-lose strategy as competition, although it has a decidedly different image that involves an imbalance of outcomes, but in the opposite direction ("I lose, you win" as opposed to "I win, you lose").




Answer: TRUE
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