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Negotiation 101 Practice Test: Ethics in Negotiation 2
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Negotiation 101 Practice Test: Ethics in Negotiation 2
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25 Questions

1. There is a positive relationship between an attitude toward the use of each specific tactic andthe ______________ to use it

2. The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences

3. Norms are the ____________ social rules - the dos and don'ts - that govern social behavior

4. ____________ can be defined as individual and personal beliefs for deciding what is right and wrong

5. The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent's networks, 5) inappropriate information gathering, and 6) ____________

6. Misrepresentation by ____________ is defined as failing to disclose information which wouldbenefit the other

7. Asking questions can reveal a great deal of information, some of which the negotiator may intentionally leave ____________

8. The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics

9. ____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces

10. When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use

11. Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics

12. If you are aware that the other party is bluffing or lying, simply ______________ it, especially if the deception concerns a relatively minor aspect of the negotiation

13. Dawson's study shows that when making decisions about ____________ issues, women were significantly more ethical than men

14. Many negotiators fail to understand the nature of negotiation and so find themselves attempting to reconcile conflicts between the requirements of negotiation the their own sense of personal ____________

15. 'Calling' the tactic indicates to the other side that you know he is ____________ or____________

16. The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's______________ in the bargaining environment

17. Most of the ethical questions in negotiation are about standards of ____________

18. A negotiator who judges a tactic on the basis of its consequences is making judgments according to the tenets of act ______________

19. Negotiation is based on information dependence the exchange of information to learn thetrue ____________ and ____________ of the other negotiator

20. Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return

21. Explanations and justifications are self-serving ____________ for one's own conduct

22. In general, the 'respond in kind' approach is best treated as a ____________________ strategy

23. Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as ____________ compared to one who had been ____________

24. Research subjects who rated themselves as ____________ were significantly more likely to use bluffing, misrepresentation and a variety of other dishonest tactics than subjects who rated themselves as cooperative.

25. Critics of personalistic ethics argue that there is no mechanism for resolving ____________ when they lead to conflicting views between individuals as to what is right or proper

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