For Kath :)
Which kind of relationship between negotiators and the other party will increase their tendency to use ethically ambiguous tactics?
A vital interdependent relationship A strong mutual friendship A long-term working relationship A short-term working relationship
How do group and organizational norms influence a negotiator's decision to use unethical tactics?
Negotiating groups are less likely to engage in deception than individuals. Ethically ambiguous behavior is never tolerated in organizations, irrespective of job pressure. Norms have to be immediate and relevant to the negotiator to have an impact. Loyal and committed employees never compromise their ethics, even for the benefit of the organization.
Identify an accurate statement about how differences in personality can shape a negotiator's predisposition to use unethical tactics.
Negotiators high in empathy are less inclined to lie than those who are low in empathy. Compassionate negotiators are more inclined to manipulate emotions than those with low compassion. Competitive negotiators are less likely to use deceptive tactics than cooperative negotiators. Insincere negotiators act with more concern for the other party's interests than straightforward negotiators.
If negotiators do not disclose information about common-value issues as it would benefit the other party, they are misrepresenting by __ _
Commission Perpetration Inclusion Omission
What should negotiators do if they discover that the other party is lying or bluffing about a minor aspect of the negotiation?
Commit legally actionable fraud Ignore the other party's deception Make more concessions to the other party Lower their resistance and walkaway points
The goal of_ value is to push the potential negotiation solutions toward the upper right-hand side of the graph for integrative negotiation process.
Communicating Creating Capturing Claiming
Identify an ideal approach that negotiators can use when they have moderate familiarity with the other party's culture.
Completely adopt the approach of the other party Coerce the other party to use their approach Make subtle modifications to their approach Develop a new approach based on the other party's culture
Negotiators use different informal channels to communicate clearly and accurately with the other party to achieve integrative outcomes. Identify these informal channels of communication. (Select all that apply.)
Discussions over coffee breaks Off-the-record contact between key subordinates Communication between both parties in a symposium Meetings between chief negotiators outside formal sessions
What should international negotiators do to avoid offending the other party in negotiations?
Disregard the richness of the culture in which they are operating Follow and respect the cultural norms of communication Recognize that human behavior is determined by a single cause Assume that every person in the other party shares the same values to the same extent
According to a study conducted by Anton, which of the following groups was the most ethically conservative?
The clergy Public defenders Business alumni MBA students
In the context of the culturally responsive strategies proposed by Stephen Weiss, identify the ideal strategies that Henry, a negotiator, can use when he has high familiarity with the other party's culture. (Check all that apply.)
Fully embracing the other party's approach Including the practices of a third culture and creating a new approach Bringing in a mediator who takes responsibility for managing the negotiation process Coercing the other party to adopt his approach Developing an approach specifically for the negotiation situation
What tactic should a negotiator use to elicit information from the other party if the other party is mistrustful of the negotiator?
The negotiator should withdraw and withhold information from the other party. The negotiator should not exchange any information regarding his or her priorities. The negotiator should negotiate multiple issues simultaneously. The negotiator should make only one offer at any given time.
Sam, a negotiator, suspects that the other party is being cagey. Hence, he asks the other party the same question in different ways. How does Sam's approach affect the other party?
The other party will completely reject the use of ethical tactics. The other party will be encouraged to engage in fraudulent behavior. The other party will back off from using deceptive tactics. The other party will lie to the negotiator's face in each case.
The customs and social norms of a community determine the rightness of an action. Who advocated this view?
Jeremy Bentham Jean-Jacques Rousseau John Stuart Mill Immanuel Kant
According to Phatak and Habib, which of the following factors in the environmental context increase the complexity of international negotiations? (Select all that apply.)
The relationship between negotiators before and during negotiations Differences in ideologies The different legal and political systems of countries Fluctuations in international currencies The degree of government intervention in joint ventures Expectations of external stakeholders Cultural differences The relative bargaining power of the two parties involved Uncertainty and instability in different countries
According to Phatak and Habib, which of the following factors in the immediate context increase the complexity of international negotiations? (Check all that apply.)
The relationship between the principal negotiators before the negotiations begin The expectations of external stakeholders The different ideologies of the negotiating parties The level of conflict between the negotiating parties The relative bargaining power of the negotiating parties The personal motivation of the negotiators The desired outcomes of the principal negotiations
How are negotiators likely to behave when they are offered higher incentives?
They walk away from the negotiation table. They expect the other party to be honest with them. They do not use any unethical tactics. They misrepresent information to the other party.
According to Olekalns and Smith, how are negotiators most likely to behave if the other party is perceived as being honest and trustworthy?
They walk away from the negotiation table. They refuse to make any concessions to the other party. They reject the use of unethical tactics. They omit or falsify information presented to the other party.
According to Gruder, how are negotiators likely to behave when they perceive the other party as exploitative rather than cooperative?
They will use deception as a tactic. They will negotiate for a shorter period of time. They will establish a long-term relationship with the other party. They will make more concessions to the other party.
True or false: According to Adair (2003), negotiators from low-context cultures are more likely to use indirect communication compared to negotiators from high-context cultures.
This is false. According to Adair (2003), negotiators from lowecontext cultures tend to use direct communication while negotiators from high-context cultures use more indirect communication.
True or false: According to Phatak and Habib (1996), the environmental context and the immediate context have no influence on international negotiations.
This is false. According to Phatak and Habib (1996), two overall contexts have an influence on international negotiations: the environmental context and the immediate context.
True or false: Past experience of negotiators cannot influence their decision to use unethical tactics against the other party.
This is false. Past experience- particularly failure-can increase the likelihood that a negotiator might attempt to use unethical tactics.
True or false: Negotiators will avoid deception when there are other ways to achieve their goals.
This is true. Negotiators are more likely to use deceptive tactics to achieve their goals but will avoid being deceptive when there are other ways to get there.
True or false: Negotiators from monochronic cultures find it quite frustrating to negotiate with negotiators from polychronic cultures unless they understand each other's traditions.
This is true. Negotiators from cultures with different time expectations will find it quite frustrating to negotiate with each other unless they understand the traditions of the other negotiator.
Identify the situations in which the likelihood of a negotiator's decision to use unethical tactics is high. (Select all that apply.)
When the cost of punishment and detection from the other party is high When the other party is vulnerable to deceptive tactics When the other party has a powerful disposition When the cost of punishment and detection from the other party is low
A negotiator who justifies lying because it creates positive consequences for all parties involved in the negotiation is following the tenets of __ _
abolitionism unionism utilitarianism aestheticism
North American negotiators are inclined to view negotiation as __ _
an opportunity for information-sharing being highly formal in nature being fundamentally distributive an integrative negotiation process
The degree to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations is known as __ _
cultural attribution error uncertainty avoidance bargaining power power distance
People with power are more likely to resolve moral dilemmas with ___ ethics.
end-result deontological social contract personalistic
Unlike the Japanese, Americans perceive negotiating as a(n) __ _
extremely formal business affair integrative bargaining process opportunity for information-sharing competitive process of offers and counteroffers
According to a study conducted by van Es, French, and Stellmaszek, e-mail communication __ _
features few interruptions does not offer any time for reflection is always used to lie to the other party cannot incorporate emotional behaviors
Unlike individualistic societies, collectivistic societies tend to __ _
focus on competency when choosing a negotiator encourage their young to be independent combine individuals into cohesive groups consider negotiators to be interchangeable
When negotiators ask the other party a question to which they already know the answer, they are trying to __
force the other party to lie or back off respond in kind ask probing questions test the other party
In the context of conflict management styles, negotiators from a more individualistic culture __ _
have a strong preference for competition resolve disagreements on the basis of rules have an integrating management style prefer accommodation, collaboration, and withdrawal
Fred and Karen are negotiating a business deal with each other. Fred finds out that Karen had lied to him about her organization's profit margins. He therefore withholds crucial information in their next interaction. In this case, Fred can justify his actions because __ _
his tactic cannot create any negative consequences what he did was really trivial and insignificant Karen had already violated the rules his action was altruistically motivated
If negotiators do not disclose information about common-value issues as it would benefit the other party, they are misrepresenting by __ _
inclusion perpetration commission omission
One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that __ _
it is one of many alternatives the other party is not making many concessions it is harmful only to the other party the other party deserves it
One of the excuses that negotiators use to justify the use of unethical tactics is that __ _
it was inappropriate in the situation the other party started it it was intended to harm only the other party the other party would not have done it
Individuals who conform to deontology will judge an action on the basis of __ _
its utility to the greatest number of people a set of moral rules they are committed to their own conscience the customs and social norms of a community
When negotiating cross-culturally, negotiators should __ _
moderately adapt to the other party's ways completely disregard the richness of the culture in which they operate assume that people of a culture share the same values to the same extent make large modifications to their approach
The tendency of negotiators to experience feelings of compassion, sympathy, and concern for the other party is called __
psychopathy telepathy apathy empathy
During a negotiation, when negotiators cross-examine the other party, they are __ _
responding in kind asking probing questions ignoring the other party's tactic "calling" the other party's tactic
Unlike in the United States, the use of memorandums of agreement in China __ _
signals the completion of negotiations represents the final deal enforceable in a court of law indicates the start of negotiations marks the end of a relationship
Unlike collectivistic societies, individualistic societies tend to __ _
strongly depend on cultivating and sustaining a long-term relationship integrate individuals into cohesive groups promote independence and motivate people to look after themselves focus on relationships when choosing a negotiator
Typically, negotiators from collectivistic cultures ___ compared to negotiators from individualistic cultures.
tend to reach more integrative outcomes are more independent and assertive emphasize more on individual decisions take less time when negotiating
I'm so proud, you're killin it
-A booger
Keep it up, I believe in you!
-Mitchel :)
How should negotiators deal with the deceptive tactics used by the other party during negotiations?
They should not ask the other party any questions. They should refuse to answer the other party's questions. They should answer the other party's questions honestly. They should ask the other party questions in different ways.
How can negotiators deal with the use of deceptive tactics by the other party?
They should phrase all questions in similar ways. They should not ask the other party any questions. They should ask the other party probing questions. They should refuse to answer the other party's questions.
Wow I have a really big crush on you...... clearly lol
#cheesinit
Identify a true statement about culture.
Cultures cannot span national borders. A country cannot have more than one culture. Preferences for conflict resolution are identical across cultures. Culture is a group-level phenomenon.
Which of the following statements is true about culture?
Cultures influence the communication styles of people. Cultures cannot influence the way negotiators perceive an opportunity. Preference for conflict resolution models is identical across cultures. People from different cultures have similar body language.
Identify the standard of ethics that is based on the belief that the foundations for ethical behavior lie in the human conscience.
End-result ethics Social contract ethics Duty ethics Personalistic ethics
Which tactic are negotiators with a high locus of internal control most likely to adopt?
Inaccurate information gathering Cheating Bluffing Stronger ethical code
Identify the ambiguous negotiation tactic that is likely to be deemed appropriate for use in a negotiation.
Traditional competitive bargaining Deception and falsification of facts Misrepresentation to opponent's networks Inappropriate information collection
Typically, agreements in the United States are __ _
based on a negotiator's family background always based on a negotiator's political connections never based on one's abilities often formalized and based on logic
Unlike China, America strongly advocates the __
benefits of capitalism superiority of public investment collectivism ideology importance of group rights
The strategy to generate alternative solutions to a problem that requires the parties concerned to find more than one issue in conflict and to have different priorities for those issues is called __ _
modifying the resource pie expanding the pie nonspecific compensation logrolling
A negotiator who has faith in his or her ability to negotiate integratively is __ _
more likely to approach the problem at hand with an open mind more likely to assume a contending approach to negotiation less likely to be able to work with other negotiators less likely to understand a problem's complexity, nuances, and possible solutions
Raymond believes that an issue in a negotiation can only be resolved distributively. As a negotiator, Raymond is __ _
more likely to see issues in win-lose terms less likely to polarize issues more likely to use integrative tactics in a negotiation less likely to be biased in his perception of a situation
When using the strategy of nonspecific compensation to generate alternative solutions to a problem, a negotiator ___ . (Select all that apply.)
need not offer a compensation that is related to the substantive negotiation should not consider the needs or interests of the other party must always offer a compensation that is related to the issues being discussed should be aware of how seriously the other party is inconvenienced
An unethical tactic employed in a negotiation will be more effective if __ _
negotiators focus on mutual benefit rather than individual outcomes the action results in negative consequences for both parties one of the parties stands to gain an economic advantage both parties accurately represent their interests on an issue
Nebula Inc., a management consulting firm, wants to open two new offices, but due to low demand for its current service, expanding is not a feasible option. To overcome this problem, Nebula decides to offer new services to increase customer demand, which in turn will support the opening of its two new offices. This strategy of generating alternative solutions to a problem is known as __ _
nonspecific compensation superordination cutting costs for compliance Modifying the resource pie
The interests that are concerned with the ongoing alliance between the parties and the future of that alliance are known as ___ interests.
relationship process substantive independent
The process of working together in small groups to generate as many solutions to a problem as possible is known as __ _
surveying conferencing forecasting brainstorming
When engaging in an integrative negotiation process, a party must ensure that __ _
the other party is prevented from obtaining its objectives it receives more from the negotiation than the other party it searches for solutions that can satisfy the goals of both sides it approaches the problem and its "opponent" in win-lose terms
An unethical tactic will be used by negotiators in the future if __ . (Select all that apply.)
they attain rewards that would be unavailable otherwise it produces economic benefit for the other party the action minimizes their own outcome others do not punish the unethical conduct
Victims of deception in a negotiation are prone to strong emotional reactions when ___ . (Select all that apply.)
they have an intimate relationship with the other party the lie benefits both parties and not the other party alone they see lying as an unacceptable behavior for that relationship the information at stake is very important
While defining a problem in an integrative negotiation process, a negotiator should __ _
word the problem statement in such a way that it lays blame on the other side take care to state the problem in impartial terms manipulate information to state the problem to his or her own advantage favor the preferences or priorities of his or her own side over the other side
Identify the accurate statement about the dimensions that are used to assess the quality of an agreement.
Agreements that enhance the dimensions of subjective value are better agreements. The subjective value of an agreement is more important in distributive negotiations than in integrative bargaining. In all cases, the subjective value of an agreement will be more important than its objective outcomes. The dimensions of subjective value do not have an influence on future negotiations.
Which of the following statements is true of substantive interests?
Substantive interests are instrumental but not intrinsic. Substantive interests can be both intrinsic and instrumental. Substantive interests exist when parties value a relationship for the pleasure that sustaining it creates. Substantive interests relate to how a negotiation unfolds.
Identify the creative phase of integrative negotiation.
Surfacing of interests and needs Definition of the problem Search for alternatives Evaluation of alternatives
True or false: Parties should ideally manipulate information to state the problem to their own advantage during the problem definition process.
This is false. An understandable and widely held concern about integrative negotiation is that during the problem definition process, the other party will manipulate information to state the problem to his or her own advantage. For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms.
True or false: To enhance motivation and commitment to problem solving, negotiators should ideally engage in settlements only after undertaking full-scale negotiations.
This is false. To enhance motivation and commitment to problem solving, negotiators should engage in commitments to each other before the negotiations begin; such commitments have been called presettlement settlements.
True or false: Parties tend to be more successful at negotiating integratively if they are trained in the dynamics of integrative negotiation.
This is true. Several studies indicate that training in integrative negotiation enhances the ability of the parties to negotiate integratively.
When stating a problem during an integrative negotiation process, negotiators should __ _
focus most of their attention on solving the core problem provide information that diverts the other party's attention from the problem at hand state the problem as succinctly as possible, even at the expense of excluding important dimensions and elements avoid identifying how different issues are linked to each other
One of the differences between distributive bargaining and integrative negotiation is that distributive bargaining __ _
focuses on open communication and common goals, whereas integrative negotiation focuses on offering few concessions generates solutions, whereas integrative negotiation offers resistance points is a one-time deal, whereas integrative negotiation is an ongoing relationship is hard on the problem and soft on the people, whereas integrative negotiation has a hard-nosed tone
A negotiator who believes everything the other party says can be manipulated by dishonesty. This is known as the dilemma of __
honesty confidentiality trust credibility
In the context of generating alternative solutions to a problem, a compromise __ _
is generally considered to be the best integrative strategy will force the parties involved to stay in their current location and to maintain their status quo will help further the interests of all the parties involved in a negotiation should ideally be used when it is possible for the parties to come to a more comprehensive agreement
The problem identification step ____.
is often the most difficult step in the integrative negotiation process sets very narrow parameters regarding what the negotiation is about is less challenging when a greater number of parties are involved is the final step in the integrative negotiation process
One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that __ _
it is harmful only to the other party the other party deserves it it is one of many alternatives the other party is not making many concessions
During the problem definition process, negotiators should __ _
manipulate information to state the problem to their own advantage view the other party's actions, strategies, and preferences in a negative light define the problem as a solution process rather than as a specific goal to be attained be practical and comprehensive when stating their problems
How do Americans differ from the Chinese in their ideologies?
Americans stress the superiority of public investment. Americans emphasize individual rights. Americans believe in the benefits of collectivism. Americans strongly reject private investment.
wow, you're really doin it!
Can't wait for our date :)
Identify the guidelines integrative negotiators should follow in order to evaluate all options for settlement and reach a consensus. (Check all that apply.)
Focus on options that are not supported by the other party. Use small subgroups to evaluate complex options. Be attentive to the influence of intangibles in choosing options. Explore a variety of ways to logroll. Personalize the discussion as much as possible.
In the integrative negotiation process, identify the step that follows the process of identifying and defining the problem.
Generating alternative solutions Selecting alternatives Evaluating alternatives Understanding interests and needs
When can negotiators justify lying in a negotiation?
If they have other options to resolve the negotiation If they intend to hurt the other party If the tactic leads to negative consequences If the tactic is harmless
Identify some accurate observations about interests and the types of interests in negotiation. (Check all that apply.)
Interests may not remain the same over time. Parties can have a variety of interests at stake. Surfacing interests is always easy and to one's best advantage. There is often more than one type of interest underlying a negotiation. Interests often arise from deeply rooted human values or needs. Unlike positions on issues, interests tend to remain the same over time.
According to Yan and Gray (1994), identify a true statement about relative bargaining power of negotiators as a factor that influence international negotiations.
It appears to be simply a function of equity. It appears to be due to management control of a project. It is unaffected by distribution systems. It is unaffected by the accessibility to markets.
In the context of generating alternative solutions by redefining a problem or problem set, identify a true statement about the technique of expanding the pie.
It assumes that the problem will be solved by simply enlarging the resources. When using this technique, a party requires all the information it can gather on the other party. It requires the negotiating parties to find more than one issue in conflict and to have different priorities for those issues. When using this technique, the negotiating parties should invent new options that meet all their respective needs.
Identify a rationalization that is used by negotiators to justify the use of a deceptive tactic in a negotiation.
It is fair or appropriate to the situation. The other party is honest in its conduct. It is one of many alternatives. The other party makes few concessions.
How does acting as an agent for others influence negotiators?
It prevents them from making any concessions to the other party. It prevents them from creating their own standard of legitimacy. It always makes them more effective negotiators. It releases them from their personal ethical code.
In the context of generating alternative solutions by redefining a problem or problem set, which of the following statements is true of the technique of expanding the pie?
It requires the negotiating parties to invent new options that meet all their respective needs. It allows one person to obtain his or her objectives and compensate the other person for accommodating his or her interests. In this technique, a party requires all the information it can gather on the other party. In this technique, a party only requires information pertaining to the other party's interests.
In the context of international negotiation, identify a true statement about the approach that treats culture as learned behavior.
It urges negotiators to disregard behavioral differences when negotiating with people from different cultures. It primarily focuses on why members of a given culture behave in certain ways. It assumes that individuals of a culture share all the attributes of that culture equally. It provides negotiators with lists of dos and don'ts to follow when negotiating with people from different cultures.
Identify a way in which negotiators can deal with the other party's deceptive behavior.
Lower their own resistance and walkaway points Make more concessions to the other party Engage in legally actionable fraud Convince the other party to engage in honest behavior
How do male negotiators tend to differ from female negotiators?
Men are less egocentric in their moral reasoning about ethics in negotiation. Men are less likely to harbor intentions to use some unethical tactics. Men are perceived to be more formalistic in their decisions. Men judge the ethical appropriateness of deception more leniently.
How do male negotiators tend to differ from female negotiators?
Men are less likely to harbor intentions to use some unethical tactics. Men are perceived to be more formalistic in their decisions. Men judge the ethical appropriateness of deception more leniently. Men are less egocentric in their moral reasoning about ethics in negotiation.
Identify an implication of the complexity of cross-cultural negotiation.
Negotiators are always aware of what to expect at the negotiating table. Negotiators of different cultures tend to use identical protocols during the negotiation process. Negotiators use one model to explain every cross-cultural negotiation situation. Negotiators tend to undervalue the amount of variation that exists within cultures.
Identify a true statement about the influence of contextual factors on the use of unethical tactics by negotiators.
Negotiators maintaining short-term relationships with other parties do not use deceptive tactics. The greater the incentives offered to negotiators, the less likely it is that they will use deceptive tactics. Past failures increase the likelihood that a negotiator will use unethical tactics. Negotiators always use deceptive tactics opportunistically and never defensively.
Identify the accurate statement about the integrative negotiation process.
Negotiators who are aware of each other's alternatives to a negotiated agreement are less likely to soften their resistance points. A negotiator should attempt to learn about the other negotiator purely for gaining a competitive advantage. Understanding the needs of the other party should be a negotiator's top priority. In a negotiation process, the goals of one party must always match those of the other party.
Identify the best strategy to generate alternative solutions when parties are very entrenched, and it is unlikely that a more comprehensive agreement is possible.
Nonspecific compensation Compromise Superordination Logroll
Identify the ideal approaches that Anna, a negotiator, can use when she has low familiarity with the other party's culture. (Select all that apply.)
Persuading the other party to use her approach Using a mediator to manage the negotiation process Completely adopting the approach of the other party Employing an outsider who is knowledgeable about both cultures
According to Steinel and de Dreu (2004), which of the following are true of the influence of people's social value orientation on their use of deceptive tactics? (Check all that apply.)
Pro-self individuals are more honest with a cooperative partner than are pro-social individuals. Pro-self individuals use even more deceptive tactics than do pro-social actors when interacting with competitive partners. Pro-social individuals use more deceptive tactics than do pro-self actors when interacting with competitive partners. Pro-social individuals are more honest with a cooperative partner than are pro-self individuals.
Clara and Ramon are negotiating with each other. On testing Clara, Ramon discovers that she is giving him deceptive answers. In this case, which course of action should Ramon take?
Report Clara to the Negotiation High Committee Take notes to preserve accountability later Engage in legally actionable fraud Make more concessions to Clara
Jane works in an organization which encourages unethical behavior. Jane is heavily influenced by organizational norms. In this case, how is Jane likely to behave when she is engaged in a negotiation?
She will be straightforward when she negotiates with another party. She will use her own ethical judgment in every situation. She will engage in unethical behavior to prove her loyalty to the organization. She will reject the use of any unethical tactics.
Which of the following approaches to ethical reasoning is primarily concerned with how one measures and defines happiness, pleasure, or utility?
Social contract ethics Personalistic ethics Duty ethics End-result ethics
Identify the factors that shape a negotiator's predisposition to use unethical tactics. (Select all that apply.)
The elements of the social context The physical appearance of the negotiator The background of the negotiator The personality characteristics of the negotiator
Sam, a negotiator, suspects that the other party is being cagey. Hence , he asks the other party the same question in different ways. How does Sam's approach affect the other party?
The other party will back off from using deceptive tactics. The other party will completely reject the use of ethical tactics. The other party will lie to the negotiator's face in each case. The other party will be encouraged to engage in fraudulent behavior.
What is the disadvantage of conducting surveys to generate alternative solutions to a problem?
The parties cannot benefit from seeing and hearing each other's ideas. The surveys represent a very small number of people and are highly expensive to conduct. The process takes a long time to conduct and does not yield much information. The surveys do not solicit the ideas of those who are present at the negotiation.
Identify a rationalization that is commonly used by negotiators to justify lying in a negotiation.
The tactic could not have been avoided. The tactic was harmful only to the other party. The tactic will inevitably lead to negative consequences. The tactic was used for their own advantage.
Identify an accurate observation about the factors that shape a negotiator's predisposition to use unethical tactics.
There are no cultural differences in the perceptions of unethical tactics. Older individuals are less likely than younger ones to use unethical tactics. People with more general work experience are more likely to behave unethically. Male negotiators do not practice deception, whereas female negotiators do.
Identify a characteristic of negotiators with a high degree of Machiavellianism.
They are tolerant of the use of lies in negotiations. They cannot lie even when the situation demands it. They are unable to persuade others through lies. They cannot lie without feeling anxious about it.
According to Bowie and Freeman, how do negotiators behave when they act as agents for others?
They are willing to violate their personal ethical standards. They never use unethical tactics in the negotiation. They always ignore the goals of their constituencies. They refuse to make any concessions to the other party.
Identify a way in which negotiators can react when they discover that the other party is lying or bluffing.
They can engage in legally fraudulent behavior. They can make more concessions to the other party. They can file a case against the other party in the Negotiation High Court. They can indicate their displeasure to the other party.
Based on various studies conducted by Gelfand and colleagues (2002) and Wade-Benzoni and colleagues (2002), how are negotiators from an individualistic culture different from negotiators from a collectivistic culture? (Check all that apply.)
They display a stronger self-serving bias than those from a collectivistic culture do. They provide less cooperative solutions than those from a collectivistic culture do. They provide less cooperative solutions than those from a collectivistic culture do. They are more likely to perceive conflict as involving compromise than those from a collectivistic culture. They expect others to be less cooperative than negotiators from a collectivistic culture do.
Identify a characteristic of group-oriented cultures.
They have one individual who is responsible for the final decision. They avoid building long-term relationships. They emphasize needs of a group over needs of individuals. They value individuals who are independent and assertive.
How should negotiators deal with the deceptive tactics used by the other party during negotiations?
They should answer the other party's questions honestly. They should ask the other party questions in different ways. They should not ask the other party any questions. They should refuse to answer the other party's questions.
True or false: An imbalance of power between negotiators always leads to ethical conduct on their part.
This is false. A balance of power should lead to more ethical conduct than an imbalance does.
True or false: When two parties work toward a shared goal, they always divide the profits equally.
This is false. A shared goal is one that both parties work toward but that benefits each party differently. For example, partners can work together in a business but not divide the profits equally. One may receive a larger share of the profit because he or she contributed more experience or capital investment.
True or false: According to Adair (2003), negotiators from low-context cultures are more likely to use indirect communication compared to negotiators from high-context cultures.
This is false. According to Adair (2003), negotiators from low-context cultures tend to use direct communication while negotiators from high-context cultures use more indirect communication.
True or false: According to Gelfand and Christakopoulou (1999), negotiators from a more collectivist culture made more extreme offers during the negotiation than did negotiators from a more individualistic culture.
This is false. Gelfand and Christakopoulou (1999) found that negotiators from a more individualistic culture (the United States) made more extreme offers during the negotiation than did negotiators from a more collectivist culture.
If a negotiator justifies lying in a negotiation by saying that the tactic was harmless, the victim always agrees with the negotiator.
This is false. If a negotiator justifies lying in a negotiation by saying that the tactic was harmless, the victim may not agree and may have experienced significant harm or costs as a result.
Negotiations cannot be governed by a set of rules of proper conduct and behavior.
This is false. Most social situations, including negotiations, are governed by a set of generally well-understood rules of proper conduct and behavior.
True or false: According to Robinson, Lewicki, and Donahue, competitive people are less likely to use ethically ambiguous tactics than cooperative people.
This is false. Robinson, Lewicki, and Donahue (2000) reported that students who rated themselves as competitive were significantly more likely to use ethically ambiguous tactics than those who rated themselves as cooperative.
True or false: The moral development of negotiators cannot affect their tendency to use unethical tactics.
This is false. The moral development of negotiators affects their tendency to use unethical tactics.
True or false: According to various studies, older negotiators are more likely to practice deception than younger negotiators.
This is false. There is a strong negative correlation between age and the endorsement of unethical negotiating tactics. Older parties tend to see bluffing as more acceptable and deception as less acceptable. Overall, older individuals are less likely than younger ones to see marginally ethical tactics as appropriate.
True or false: According to Hofstede (1989), when negotiators from career success cultures meet negotiators from quality-of-life cultures, the former culture becomes more competitive.
This is true. According to Hofstede (1989), the career success/quality of life dimension influences negotiation by increasing the competitiveness when negotiators from career success cultures meet negotiators from quality-of-life cultures.
True or false: Negotiators in cross-cultural negotiations have fundamental agreement or disagreement about whether or not the situation is distributive or integrative.
This is true. Cross-cultural negotiations are influenced by the extent that negotiators in different cultures have fundamental agreement or disagreement about whether or not the situation is distributive or integrative.
True or false: One should listen to one's own inner voices to bring one's own interests to the surface.
This is true. Listening to one's own inner voices-fears, aspirations, hopes, desires-is important in order to bring one's own interests to the surface.
True or false: People can justify lying about their incomes to evade taxes if they feel cheated by the government.
This is true. People can justify practicing deception against some generalized source of authority in various ways, including tax evasion, shoplifting, and journalistic excesses.
True or false: Jeanne Brett and her colleagues suggest that although culture has an effect on negotiation outcomes, there are complex patterns across cultures.
This is true. Studies by Jeanne Brett and her colleagues suggest that culture does have an effect on negotiation outcomes, but there were complex patterns across cultures.
In international negotiations, low power distance cultures are more likely to __ _
accept decisions made by their leaders without questioning them seek approval from their supervisors frequently extend the decision making throughout the organization slow down the negotiation process
According to the culture-in-context approach, negotiation behavior is __ _
always identical within cultures constant across different cultures solely determined by culture determined by multiple factors
In the context of risk propensity, American negotiators __ _
are conservative and risk-avoiding in nature prefer to take risks take a wait-and-see stance always seek detailed information before making decisions
Based on various studies conducted by Gelfand and colleagues (2002) and Wade-Benzoni and colleagues (2002), during negotiation, negotiators from an individualistic culture ___ compared with negotiators from a collectivist culture.
are less likely to make fundamental attribution errors exhibit a weaker self-serving bias are more prone to making fixed-pie errors provide more cooperative solutions
When making ethical decisions, female negotiators differ from male negotiators in that they __ _
are more egocentric in their moral reasoning are perceived to be more utilitarian are more formalistic in their decisions tend to make less ethically rigorous judgments
Negotiators with a high degree of Machiavellianism __ _
are unable to persuade others through lies lie easily without feeling anxious about it cannot lie even when the situation demands it do not tolerate unethical tactics in negotiations
As per cultural protocol, European countries __ _
avoid using the proper title when addressing someone are very informal are very formal use first names when addressing others
In the context of time sensitivity, Americans __ _
believe that "slower" is better than "faster" are perceived as people who do nothing but waste time are very watchful of time and guard it as a valuable resource are not time sensitive
Negotiators can justify lying in a negotiation if it __ _
can easily be avoided is intended to hurt the other party produces negative consequences helps to avoid negative consequences
A common element of culture is that cultural beliefs, values, and behavioral expectations of a group __ _
cannot influence international negotiations are acquired and passed on to new members of the group cannot span national borders are characteristics that are equally shared by all members of the group
According to Stephen Weiss, when negotiators have moderate familiarity with the other party's culture, they should __ _
completely adopt the approach of the other party make mutual alterations to find a common process for negotiation completely avoid using an integrative bargaining approach persuade the other party to change his or her approach
According to Stephen Weiss, when negotiators have moderate familiarity with the other party's culture, they should __ _
completely adopt the approach of the other party persuade the other party to change his or her approach make mutual alterations to find a common process for negotiation completely avoid using an integrative bargaining approach
During a cross cultural negotiation, when negotiators have very low familiarity with the other party's culture they should __ _
completely embrace the other party's approach switch back and forth rapidly between cultures hire an adviser who is acquainted with the cultures of both parties focus on the immediate context and not the environmental context
When preparing for a cross-cultural negotiation, a negotiator should ___ . (Select all that apply.)
completely modify his or her approach to match the other party's ways understand the other party's cultural context view the other negotiator as an individual evaluate his or her own biases, strengths, and weaknesses
According to Gelfand and Mccusker, the clear, holistic meaning systems, which have been developed and cultivated in particular socio-cultural environments, and function to interpret, structure, and organize social action in negotiation are known as __ _
cultural attribution errors negotiation dialectics cross-cultural values negotiation metaphors
Advocates of the culture-in-context approach recognize that __ _
culture cannot span national borders a behavior is exhibited equally by all members of a culture a single cause alone cannot determine human behavior culture is not a group-level phenomenon
In international negotiation, the approach that records the systematic negotiation behavior of people in different cultures focuses on __ _
developing a catalogue of behaviors that foreign negotiators should expect when entering a host culture the immediate context and not the environmental context why members of a given culture behave in certain ways ways that foreign negotiators can alter the beliefs and behaviors of the members of a host culture
When working toward a collective goal, negotiators should __ . (Select all that apply.)
disregard commonalities emphasize commonalities maximize differences minimize differences
According to Janosik, the culture-as-dialectic approach __ _
disregards the richness of the cultures in which negotiators operate provides international negotiators with simple advice about how to behave in a given negotiation stresses that every person in the same culture shares the same values to the same extent can explain the differences in beliefs, values, and behaviors within cultures
Straightforwardness of negotiators is likely to result in ___ outcomes.
distributive competitive combative integrative
A difference between the Japanese and Americans is that the Japanese tend to view negotiating as a(n) __ _
distributive bargaining process very informal business affair opportunity to share information competitive process of offers and counteroffers
In the context of negotiation, American culture ___ , whereas Chinese culture __ _
emphasizes group decisions; emphasizes individual decisions is collectivistic; is individualistic is insensitive to time; is extremely time sensitive is least formal; follows a strict protocol
When a negotiator tries to understand the consequences that a tactic might have on the relationship with the other party, he or she is being __ _
ethical prudent indiscreet legal
Based on various studies conducted by Gelfand and colleagues (2002) and Wade-Benzoni and colleagues (2002), during negotiation, negotiators from an individualistic culture ___ compared with negotiators from a collectivist culture.
exhibit a weaker self-serving bias are more prone to making fixed-pie errors provide more cooperative solutions are less likely to make fundamental attribution errors
When negotiators formulate a query in such a way that the other party must either stick to his or her assertion or retract it, they are __ _
forcing the other party to lie or back off ignoring the other party's tactic phrasing questions in different ways "calling" the other party's tactic
Brian and Lucy are engaged in a negotiation. Lucy has never employed any deceptive tactics. However, Brian lies about his financial state of affairs to avoid paying a heavy fine to Lucy. In this scenario, Brian can justify the use of an unethical tactic because it __ _
has created positive consequences for both parties has helped him to avoid negative consequences is altruistically motivated is appropriate in the situation
A solution to an issue under negotiation should __ _
have an implementation time of not more than six months be unacceptable to the other party favor one party over the other meet industry standards
When negotiators let the other party know that they are aware of his or her lies, they are __
ignoring the other party's tactic asking probing questions testing the other party "calling" the other party's tactic
In the context of the nature of a negotiation situation, a negotiator should recognize that __ _
it is best to avoid finding common ground with the opposing party negotiations should be viewed from a win-lose perspective rather than from a win-win perspective negotiation situations can neither be purely integrative nor purely distributive the other party may not have the same objectives and goals as they do
Individuals are more willing to use deceptive tactics when the __ _
odds are in favor of them winning the negotiation stakes of the issue under negotiation are high other party is more likely to agree to their terms other party is well-informed about the situation at hand
Negotiators can justify lying when __
only the other party will be harmed by the tactic they anticipate that the other party intends to lie the other party's conduct is honest and ethical negative consequences are created for all parties involved in the negotiation
A lack of power disposes individuals to focus more on ___ ethics when they judge whether an action is right or wrong.
personalistic deontological social contract end-results
According to Stephen Weiss, when a negotiator has high familiarity with the other party's culture, the negotiator should __ _
persuade the other party to use the negotiator's approach completely embrace the approach of the other party disregard the richness of the other party's culture use deceptive tactics to dominate the other party
The degree to which negotiators believe that their outcomes are a result of their own ability rather than circumstance is known as their __ _
position of authority port of confidence circle of assurance locus of control
According to Kohlberg, negotiators are concerned with external rewards and punishments at the ___ level of moral development.
postconventional conformist preconventional conventional
The integrative negotiation process begins with __ _
recognizing and defining the problem generating alternative solutions evaluating and selecting alternatives surfacing interests and needs
When negotiators are offered higher incentives, they are more likely to __
reject the use of unethical tactics be straightforward with the other party expect the other party to lie to them walk away from the negotiation table
When negotiators disregard the other party's deception, since it concerns a relatively minor aspect of the negotiation, they are __ _
responding in kind ignoring the other party's tactic testing the other party forcing the other party to lie
When a negotiator assures other parties that telling the truth is more likely to get them what they want than practicing deception, they are __ _
responding in kind to the other party's tactics forcing the other party to lie or back off asking probing questions helping the other party to shift to honest behavior
Individual-oriented cultures are more likely to __ _
see individual needs as second to the group's needs favor the superiority of the group have a group responsible for decision making value independence and assertiveness
During a cross cultural negotiation, when negotiators have very low familiarity with the other party's culture they should __ _
switch back and forth rapidly between cultures completely embrace the other party's approach hire an adviser who is acquainted with the cultures of both parties focus on the immediate context and not the environmental context
Lying in negotiations is unavoidable if __ _
the other party does not easily make concessions the negotiator intends to hurt the other party the negotiator is pressured to lie by his or her constituency the other party sets low resistance and walkaway points
Trevor and Kara are engaged in a negotiation for the first time. Trevor has a reputation for practicing deception in negotiations. As a result, Kara lies to Trevor right from the beginning of the negotiation. This results in a loss of several million dollars for Trevor. In this scenario, Kara is likely to justify her unethical conduct by saying that __ _
the tactic produced positive results for both her and Trevor the tactic was harmless and altruistically motivated she did it first because Trevor would have done it anyway Trevor deserved it as he had cheated her earlier
Unlike Americans, Chinese and Latin Americans __ _
watch time carefully and guard it as a valuable resource believe that "faster" is better than "slower" are perceived as always being in a hurry focus on the task regardless of the time spent negotiating
In international negotiation, the approach that records the systematic negotiation behavior of people in different cultures focuses on __ _
why members of a given culture behave in certain ways ways that foreign negotiators can alter the beliefs and behaviors of the members of a host culture developing a catalogue of behaviors that foreign negotiators should expect when entering a host culture the immediate context and not the environmental context
Identify the guidelines negotiators must use when evaluating options and reaching a consensus. (Select all that apply.)
Assess solutions on the basis of quality, standards, and acceptability. Be willing to justify personal preferences. Avoid using subgroups to evaluate complex options. Disregard the influence of intangibles in selecting options. Agree to the criteria before evaluating options. Focus on alternatives that one or more negotiators strongly support.
Which of the following statements is true of the technique of finding a bridge solution to generate alternative solutions to a problem?
Bridging solutions will be satisfactory to both sides if negotiators commit themselves to a win-lose negotiation. Bridging solutions involves inventing solutions that meet the needs of only one party. Bridging solutions do not always resolve all concerns. Successful bridging requires parties to discuss their positions on an issue.
Identify an accurate statement about ethics.
Ethics grow out of philosophies which prescribe rules for living separately. Ethics include processes for determining what is right and wrong in a situation. Ethics are identical to morals in every aspect, and the terms are used interchangeably. Ethics refer to individual and personal beliefs about what is right and wrong.
What are the different ways to logroll? (Select all that apply.)
Exploring differences in responsibilities Exploring differences in time preferences Exploring differences in risk preference Exploring differences in expectations
During a negotiation, the contracts that are often used to manage different expectations about the future and that adjust as circumstances unfold are called ___ contracts.
aleatory contingent implied executory
Successful integrative negotiation requires negotiators to __ _
conceal what they want be responsible for mutual understanding interpret basic facts in different ways state their goals in ambiguous terms
Once negotiators have surfaced the interests and needs of a negotiation, they must __ _
create alternative solutions to the problem identify the obstacles to attaining the goal of negotiation depersonalize the problem define the problem in a mutually acceptable way
If a negotiator challenges the other party's views, he or she is likely to become __
defensive cheerful enthusiastic productive
Negotiators are motivated to behave unethically to __ _
diminish the risk of being exploited by the other party help the other party achieve its goals decrease their power in the bargaining environment minimize their own outcomes
What will a negotiator driven by the desire for power value the most?
A good relationship with the other party A compromise on certain issues Information that is accurate and truthful The avoidance of conflict
During a negotiation, negotiators who disclose all of their exact requirements and boundaries of limitation to the other party cannot gain more than their walkaway point. This is known as the dilemma of __ _
Honesty Trust Confidentiality Credibility
Arrange the key steps of the integrative negotiation process in sequential order.
Identify and define the problem Surface interests and needs Generate alternative solutions to the problem Evaluate the alternatives and select among them
Which rationalization is commonly used by negotiators to justify lying in a negotiation?
It was altruistically motivated. It was one of many alternatives. It created negative consequences. It was intended to hurt the other party.
Who was a strong advocate of the deontology school of thought?
John Stuart Mill Jeremy Bentham Immanuel Kant Jean-Jacques Rousseau
What are the ways in which motivation and commitment to problem solving can be enhanced? (Select all that apply.)
Negotiators should recognize that working together is more beneficial. Negotiators should attempt to engage in presettlement commitments. Negotiators can create umbrella agreements. Negotiators should recognize that there is more to be gained by working independently.
According to social contract ethicists, what determines whether an action is ethically appropriate?
Norms of a culture The utility of ends Universal obligations An individual's conscience
According to social contract ethicists, what determines whether an action is ethically appropriate?
Norms of a culture Universal obligations The utility of ends An individual's conscience
How is a negotiation between two parties affected by their past relationship? (Select all that apply.)
Past competitiveness leads to a decrease in defensiveness. Impasses in previous negotiations are more likely to create a deadlock. Long-term rivals are not likely to trust each other. Past conflicts tend to create a win-win attitude.
Which strategy will negotiators who believe in end-result ethics adopt?
Reject tactics that involve outright lies and never engage in subterfuge Adhere to their views of appropriate behavior in their community Do whatever is required to get the best possible outcome Use their conscience to decide whether the use of deceptive tactics is justified
Identify the key contextual factors of integrative negotiation. (Select all that apply.)
Searching for solutions that allow both parties to meet their goals Attempting to understand the other party's needs and objectives Highlighting the differences between parties Generating a free flow of information
Fred and Sarah are engaged in a negotiation with each other. Which tactic should Fred employ to elicit information from Sarah if she mistrusts him?
Share information and encourage reciprocity Negotiate only one issue at any given time Make only one offer at any given time Exchange less information about preferences and priorities
Identify the characteristics of brainstorming. (Check all that apply.)
Solutions should be judged and evaluated. Involve only those who are part of the negotiation process . People should be separated from the problem. Be persistent and exhaustive in the brainstorming process.
What will a negotiator driven by the desire for power value the most?
The avoidance of conflict A good relationship with the other party A compromise on certain issues Information that is accurate and truthful
Identify an accurate statement about logrolling.
The chances of reaching better agreements reduce as the number of issues being negotiated increases. Logrolling is generally performed by trial and error, that is, by experimenting with various packages of offers. Logrolling allows only one party to achieve highly preferred outcomes on all the issues in conflict. Negotiator satisfaction tends to increase with the number of issues being negotiated.
Identify an accurate statement about personalistic ethics.
They provide a mechanism to resolve conflicting views of what is ethical. They maintain that people should judge actions based on their conscience. They work best when applied to broader social contexts, such as organizations. They are based on the belief that societies determine what is ethically appropriate.
Identify an accurate statement about negotiation situations.
They require purely distributive bargaining processes. They always require a competitive approach rather than a collaborative one. They require both integrative and distributive bargaining processes. They require purely integrative bargaining processes.
Identify a characteristic of presettlement settlements.
They resolve all the issues on which the parties disagree. They are later replaced by a more clearly delineated long-term agreement. They occur after the parties have undertaken full-scale negotiations. They result in an oral agreement between the parties.
In the context of integrative negotiation, which of the following is an ideal step for negotiators to evaluate all options for settlement and reach a consensus?
They should refrain from making trade-offs to meet the criteria quality and acceptability. They should refrain from justifying personal preferences. They should avoid associating the options for settlement with the people who pushed for them. They should avoid open discussions about the reasons for their dissatisfaction.
True or False: Negotiators should always work toward individual goals and not toward collective goals.
This is FALSE. To sustain a free flow of information and the effort to understand the other's needs and objectives, negotiators may need a different outlook or frame of reference. Individual goals may need to be redefined as best achieved through collaborative efforts directed toward a collective goal.
Identify a factor which facilitates successful integrative negotiation.
Valuing the other party's viewpoint more than one's own Motivation to compete rather than collaborate Belief in the validity of one's perspective Commitment to individual goals rather than collective ones
___ is based on the view that virtue can be maximized by maximizing the best consequences for the largest number of people in terms of happiness.
Welfarism Consequentialism Utilitarianism Fatalism
Unlike integrative negotiators, negotiators engaging in a distributive bargaining process _________.
are not concerned about how their own goals and interest will be met adopt a competitive, combative orientation toward the other side define and pursue both their own goals and the goals of the other side are flexible about how their needs and interest are met
The technique of finding a bridge solution __ _
allows parties to meet all their respective needs by inventing new options requires parties to discuss positions rather than to discover each other's underlying interests is highly satisfactory to both sides if negotiators commit themselves to a win-lose negotiation is used when parties are very entrenched, and it is unlikely that a more comprehensive agreement is possible
If negotiators have shared a competitive relationship in the past, they are more likely to __ _
approach the current negotiation with a defensive attitude believe that a cooperative gesture is not a ruse for future exploitation trust each other approach the situation with a win-win attitude
Negotiators who believe that an issue can only be resolved distributively are more likely to __ _
approach the negotiation with an open mind engage in integrative behaviors polarize issues see issues in win-win terms
In a negotiation, the "targets" of a deceptive tactic __ _
are likely to trust an unethical negotiator again will have a positive perception of negotiation contexts in the future are likely to seek revenge from an unethical negotiator will not generalize the negative experience with others
The evaluation and selection of alternatives, which is the fourth step of the integrative negotiation process, involves ____ value.
capturing communicating creating claiming
Incorporating the other party's viewpoint into the definition of the problem and attending to it as the parties search for mutually acceptable alternatives is the purpose of a(n) ___ negotiation.
competitive distributive win-lose integrative
The directors of Agraria Inc., an American-based cookie manufacturer, decide to export its products. Problems arise when half of the directors insist on exporting the products to Brazil and the other half to Europe. Ultimately, the directors decide to set up local retail outlets to sell the cookies and use the revenue generated to support the export of cookies to both countries. This strategy of generating alternative solutions to a problem is known as
cutting costs for compliance modifying the resource pie superordination nonspecific compensation
Negotiators who believe in duty ethics are likely to __ _
do whatever is necessary to get the best possible outcome reject tactics that involve subterfuge or outright lies use their conscience to decide whether it is justifiable to employ dishonest tactics base their tactical choices on their view of appropriate conduct in their community
The social standards that are applied to situations to determine what is right or wrong are known as __ _
perceptions morals ethics values
