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Negotiation 101 Practice Test: Ethics in Negotiation
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Some of the key ethical considerations in negotiation include: honesty, respect, fairness, responsibility, and confidentiality. 

Ethics in negotiation can also include:
Avoiding complicity in wrongdoing
Noticing and calling out the unethical behavior of others

Negotiation 101 Practice Test: Ethics in Negotiation
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25 Questions

1. Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.
2. Studies have shown that with the exception of traditional competitive bargaining
3. Respondents who expected to be in a short-term relationship were more likely to see theethically marginal tactics as appropriate than those expecting a long-term relationship.
4. Questions and debate regarding the ethical standards for truth telling are central andfundamental in the negotiating process.
5. Which is a Category of Marginally Ethical Negotiating Tactics?
6. Research studies have shown that individuals who are strongly Machiavellian are
7. Which of the following statements about group and organizational norms is false?
8. Explanations allow the negotiator to convince others that conduct that would ordinarily be wrong in a given situation is acceptable and are looked upon as self-serving for one's own conduct.
9. Eastern Europeans are significantly more likely to use bluffing in negotiations than Americans.
10. What is the implication of the dilemma of trust?
11. The rightness of an action is determined by considering obligations to apply universalstandards and principles is the definition of end-result ethics.
12. Ethical criteria for judging appropriate conduct define
13. Real consequences rewards and punishments that arise from using a tactic or not using it should not only motivate a negotiator's present behavior, but also affect the negotiator's Predisposition to use similar strategies in similar circumstances in the future."
14. McCornack and Levine found that victims had stronger emotional reactions to deception when
15. Duty ethics argues that everyone ought to decide for himself or herself what is right based onhis or her conscience.
16. Most of the ethics issues in negotiation are concerned with standards of truth telling and howindividuals decide when they should tell the truth.
17. The use of silence by a negotiator creates a 'verbal vacuum' that makes the other uncomfortable and helps determine whether the other party is acting deceptively.
18. Which of the following tactics is the least preferable method of responding to another party's distributive tactics or 'dirty tricks'?
19. Machiavellianism appears to be a very weak predictor of ethical conduct.
20. People may be more motivated to appear moral, rather than to act morally, because to actmorally may have a number of costs attached to it.
21. Research has shown that it is very clear that situational influences can predispose very ethicalpeople to do ethically marginal things.
22. Studies show that subjects were more willing to lie by omission than by commission.
23. Research results have generally indicated that higher levels of moral development areassociated with
24. A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:
25. When using the 'intimidation' tactic to detect deception, one should

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