Marchapter 5

Which of the following is true of the tactic of responding in kind used by negotiators to deal with the other party's use of deceptive tactics?

It is best considered as a last-resort strategy.

Which of the following is true of the use of deceptive tactics in a negotiation process?

It is hard for a negotiator to mend his or her image after having been caught using such tactics.

Identify a rationalization that is used by negotiators to justify the use of a deceptive tactic in a negotiation.

It is just or suitable to the scenario at hand.

Which of the following rationalizations is commonly used by negotiators to justify lying in a negotiation?

It was done for humanitarian purposes.

in a negotiation, the "targets" of a deceptive negotiation tactic _____.

are likely to seek retribution against the deceitful negotiator

Both the parties involved in a negotiation are seeking the same outcome on an issue and therefore, misrepresent their interests on it. This is known as a _____ issue

common-value

The first step in the analytical process for the resolution of moral problems is to _____.

develop a thorough comprehension of the moral dilemma at hand

Negotiators can justify lying in a negotiation if it _____.

does not have adverse effects

When a victim of a deceptive negotiation tactic _____, he or she is likely to show no reaction other than disappointment at having lost the negotiation.

does not realize or know that a deceptive tactic has been used

When a negotiator believes in _____ ethics, he or she determines the rightness of an action by evaluating the pros and cons of the action's consequences.

end-result

The social standards that are broadly applied to situations to determine what is right or wrong are known as

ethics

The main purpose of using immoral and deceitful strategies in a negotiation process is to _____.

increase a negotiator's power in the negotiation

Trevor and Kara engage 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 millions of dollars for Trevor. In this scenario, Kara is likely to justify her unethical conduct by saying that _____.

she did it first because Trevor would have done it anyway

Identify a tactic that negotiators can use to deal with the other party's use of deceptive tactics.

Abandoning the assertion made by the other party

Which of the following is a tactic that negotiators can use to deal with the other party's use of deceptive tactics?

Asking a question that compels the other party to tell a direct lie

Match the different approaches to ethical reasoning in business and negotiation (in the left column) with the actions most likely taken by a negotiator (in the right column).

End-result ethics-The negotiator does what is necessary to get the most ideal outcome. Duty ethics-Choice-The negotiator perceives a commitment to principles and does not involve in deceptive tactics.

Match the following terms (in the left column) with their appropriate descriptions in the context of a negotiation (in the right column.)

Ethical-What is deemed appropriate by a standard of moral conduct Practical-What a negotiation can actually make happen in a given Legal-What the law defines as acceptable practice Prudent-What is deemed to be wise on the basis of the efficacy of a tactic

Identify an accurate statement about ethics.

Ethics emerge from philosophies that claim to explain the characteristics of our world.

True or false: If a negotiator justifies lying in a negotiation by saying that the tactic was innocuous, the victim always agrees with the negotiator.

False

True or false: Negotiations cannot be governed by a set of rules of proper conduct and behavior.

False

True or false: Negotiators realize that the use of ethically questionable tactics has severe consequences on a negotiator's credibility and they always take this into consideration in the short term.

False

Select all that apply In the context of the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics, identify the standards based on which the negotiator will assess consequences once a tactic is employed. (Select all that apply.)

How the negotiator feels about himself or herself once the tactic is employed Whether the tactic contributed to the desired outcome How the negotiator may be evaluated by neutral observers

Which of the following is true about asking probing questions that deal with the other party's use of deceptive tactics in a negotiation?

It can disclose information that the other party might otherwise have intentionally concealed.

Which of the following is true of information in relation to negotiations?

It has a tremendous amount of bargaining power in negotiations.

Match the categories of marginally ethical negotiating tactics utilized by negotiators (in the left column) with their examples (in the right column).

Misrepresentation to opponent's networks-Damaging the other party's reputation with his or her peers Inappropriate information gathering-Intrusion and spying Bluffing-False threats or promises

Match the following approaches that are used for evaluating strategies and tactics in business and negotiation (in the left column) with their descriptions (in the right column).

Personalistic ethics-According to this approach, the rightness of an action is based on one's own conscience and moral standards. Social contract ethics-According to this approach, the rightness of an action is based on the customs and norms of a particular community. Duty ethics-It involves choosing a course of action on the basis of one's responsibility to uphold appropriate rules and principles. End-result ethics-It involves choosing a course of action on the basis of results a negotiator expects to achieve.

True or false: Negotiators will avoid deception when there are other ways to achieve their goals.

T Reason: 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.

Match the approaches to ethical reasoning in business and negotiation (in the left column) with the reasoning that a negotiator is most likely to apply (in the right column).

Social contract ethics-The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community. Personalistic ethics-The negotiator consults his or her own conscience to rationalize the strategies implemented.

Which of the following is the first step in the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics?

The negotiator determines possible influence tactics that could work best in a given scenario.

How can negotiators deal with the use of deceptive tactics by the other party?

They should ask incisive and probing questions.

In the context of the analytical process for the resolution of moral problems, what are the modes of analysis on the path to a convincing solution to a problem after the problem is fully defined? (Select all that apply.)

Thinking about the legal requisites of the problem Assessing the ethical responsibilities of the concerned parties Analyzing the economic consequences of possible courses of action

Match the categories of marginally ethical negotiating tactics used by negotiators (in the left column) with their examples (in the right column).

Traditional competitive bargaining-Making an exaggerated opening offer Emotional manipulation-Faking happiness and contentment Misrepresentation-Choice, Manipulating information when describing it to others

True or false: Negotiators commonly justify lying about their true intentions or deceiving the other party in a negotiation by stating that they feel cheated by the "system."

True

Identify the instance in which negotiators are most willing to use deceptive tactics in a negotiation.

When the other party is interpreted to be uninformed

When can negotiators justify lying in a negotiation?

When the tactic is harmless

When a deceptive negotiation tactic has been utilized in a negotiation, the victim is more likely to _____.

be the one to discontinue or end the relationship

Brian and Lucy are engaged in a negotiation. Lucy never employs deceptive tactics in negotiations. However, Brian lies about his financial state of affairs to avoid paying a heavy fine to Lucy. Lucy suffers a huge loss of money due to Brian's deceit. In this scenario, Brian can justify the use of an unethical tactic because it _____.

has helped him avoid negative consequences

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

Howard and Trisha are involved in a negotiation. Trisha realizes that Howard is consistently falsifying facts. In this case, if Trisha decides to use the tactic of responding in kind to deal with Howard's deceptive tactic, she will most likely _____.

misrepresent facts to Howard

A negotiator is likely to justify or rationalize an ethically ambiguous tactic by saying that it was _____.

necessary

Lying in negotiations is unavoidable if the _____.

negotiator is pressured to lie by his or her constituency

If negotiators do not disclose information about common-value issues that would benefit the other party, they are said to be misrepresenting by _____.

omission

When a negotiator focuses on making something realistic happen in a negotiation, the negotiator is being _____.

practical

Negotiators are motivated to behave unethically to _____.

reduce the chances of being cheated by fellow negotiators

Negotiators are most willing to use deceptive tactics in a negotiation when the _____.

stakes of the issue under negotiation are high

In the context of a tactic's effectiveness having an impact on whether the tactic will be used in the future, if a deceptive tactic used by a negotiator goes unpunished by others, _____.

the frequency of its usage is likely to increase

One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that _____.

the other party had deceived them in the past

One of the excuses that negotiators use to justify the use of unethical tactics is that _____.

the other party has already been deceitful

Fred and Karen are negotiating a business deal with each other. Fred finds out that Karen has 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 _____.

the rules had already been violated by Karen

Negotiators can justify lying when _____.

they anticipate that the other party intends to lie

A negotiator who believes everything the other party says can be manipulated by dishonesty. This is known as the dilemma of _____.

trust

A negotiator who justifies lying because it creates positive consequences for all parties involved in the negotiation is following the tenets of _____.

utilitarianism

If a negotiator has used a deceptive negotiation tactic that has paid dividends, the negotiator _____.

will attempt to use the tactic in a more productive manner