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

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