Negotiations in Management - CH 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 negotiatorc

Negotiators who lie about common-value issues are guilty of misrepresentation by _____.

commission

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 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

Although the manager, Jason, is enthusiastic about accepting the Best Tell investment, he is concerned about the legitimacy of signing off on the deal without shareholder approval. This concern represents a(n):

ethical dilemma

Robert has been ordered by his boss to lie to federal investigators on the appropriation of certain funds. Robert's values do not condone lying but he will likely lose his job if he does not follow his boss's orders. Robert is facing a(n) _______________.

ethical dilemma

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

ethics

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

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

increase a negotiator's power in the negotiation

Prior to investing in the company, the shareholders from Best Tell must agree on the terms of the contract. As the shareholders are affected by the organization's activities, they are considered __________ stakeholders in the organization's environment.

internal

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

The female employee refers to needing her job and securing her colleagues' bonuses by securing the Best Tell deal. This focus on money and security represents the ______ forces in the general environment.

Economic

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). Instructions

End-result ethics matches Choice The negotiator does what is necessary to get the most ideal outcome. Duty ethics matches 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.) Instructions

Ethical matches Choice What is deemed appropriate by a standard of moral conduct Practical matches Choice What a negotiation can actually make happen in a given Legal matches Choice What the law defines as acceptable practice Prudent matches Choice 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: 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

Which of the following represents the focus of the utilitarian approach to deciding an ethical dilemma?

For the Greatest Good

In the context of a tactic's effectiveness, which of the following is the most likely instance in which a deceptive tactic would be used in the future?

If using the tactic allows a negotiator to get rewarding results that would not be possible if he or she had behaved ethically

As the female employee wants to keep her job as she just bought a new house, she is concerned with her best long-term interests, which she believes are ultimately in everyone's best interests. This focus represents the _______ approach to deciding ethical dilemmas.

Individual

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). Instructions

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

The two main groups in an organization's environment are the internal and external stakeholders. Which of the following groups would be considered an internal stakeholder?

None of these

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). Instructions

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

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). Instructions

Social contract ethics matches Choice The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community. Personalistic ethics matches Choice 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). Instructions

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

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

True

By pressing the manager, Jason, to agree to the deal without shareholder approval, the female employee is asking the manager to compromise his ________.

Values

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 are victims of deception in a negotiation prone to strong emotional reactions? (Select all that apply.)

When they view deceit to be distasteful in the context of that affiliation When they have a close friendship with the other party

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.)

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

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

According to the Constitution's Bill of Rights, all human beings have the right to life, liberty, privacy, and health and safety. Ethical behavior in the _______ approach is guided by respect for these rights.

moral rights

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

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

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

Managers have many challenging tasks. One of them is awareness of the ______ forces in an organization's environment, such as the influences and trends originating in a society's human relationship and the values that may affect an organization.

sociocultural forces

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

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

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

Sharon works for a prestigious medical research facility. After working for few months, she begins to realize that her workplace is unsafe and that she has been exposed to toxic chemicals, which have made her and her colleagues ill. She contacts the Occupational Safety and Health Administration to report her company. Due to this, Sharon would be considered a __________.

whistleblower

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

Researchers have discovered that negotiators are far more likely to deceive the other party in a negotiation process by _____.

withholding relevant information