NEGO MCQ: Negotiation Chapter 9

Negotiation Chapter 9

Showing posts with label Negotiation Chapter 9. Show all posts

Summary of findings about the relationships between trust and negotiation behavior:

Many people approach a new relationship with an unknown other party with remarkably high levels of trust (Start at zero and most people want to believe they can trust the other party and usually do until something happens to prove them wrong. It's like a default. )
Trust tends to cue cooperative behavior (As trust strengthens so does the willingness to have an integrative negotiation)
Individual motives also shape trust and expectations of the other's behavior(People who are more cooperatively motivated report more initial higher trust of the other party)
Trustors, and those trusted, may focus on different things as trust is being built (Focus can be on risk initially and move toward the benefits that can be gained later.)
The nature of the negotiation task can shape how parties judge the trust (Little trust may be expected in an distributive negotiation where much trust might be expected in a integrative negotiation.)
Greater expectations of trust between negotiators leads to greater information sharing(similarly, greater expectation of mistrust leads to minimal information sharing)
Greater information sharing enhances effectiveness in achieving a good negotiation outcome (This might not be because of trust)
Distributive processes lead negotiators to see the negotiation dialogue, and critical events in the dialogue, as largely about the nature of the negotiation task (Focusing only on task can reduce trust)
Trust increases the likelihood that negotiation will proceed on a favorable course over the life of a negotiation (When mistrust occurs the frame of the negotiation can change quickly)
Face-to-face negotiation encourages greater trust development than negotiation online - why? You can see emotions. No planning. Seeing somebody solidifies a relationship. (Negotiating face to face forces a personal relationship)
Negotiators who are representing other's interests, rather than their own interests, tend to behave in a less trusting way. They say they're just representing their clients. (They do not perceive that they are personally involved in a relationship and can rationalize that they are merely looking out for their client.) Ex. Dealing with agents

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

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

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?

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

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?

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?

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

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

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?

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:

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

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

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?

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?

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?

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?

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?

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?

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