⇐ BACK TO: NEGOTIATION COURSE
- What are ethics and how are they implicated in negotiations?
- What human biases give rise to ethical problems in negotiations?
- How can negotiators determine and calibrate ethical behavior?
- What are unethical tactics?
- What are the consequences of acting unethically?
_________ are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards.
__________ is defined as what is appropriate as determined by some standard of moral conduct.
__________ Is defined as wise, based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other.
__________ Is defined as what a negotiator can actually make happen in a given situation.
__________ Is what the law defines as acceptable practice.
__________ Concerns the moral rightness of an action is determined by considering its consequences. This is commonly referred to as “the end justifies the means”.
__________ views ethics as resulting from the rules in place or applicable to the individual or situation.
__________ Concerns the moral rightness of an action is determined by the customs and norms of a particular society or community.
Social Contract ethics
__________ Concerns the moral rightness of an action is determined by conscience.
Cognitive biases often stand in the way of individuals determining or choose what is an ethical course of conduct. True or False.
__________ refers to the limits of people to make ethical decisions because they are either unaware or fail to fully and deliberately process information.
__________ Is when people view themselves and their actions much more favorably than others view them. People focus on their positive characteristics and downplay their shortcomings. In relative terms, people believe they are most honest, ethical, capable, intelligent, courteous, insightful, and fair than others.
Illusion of superiority
Illusion of Control
__________ regards the incorrect assessment regarding the probability of a given result caused by an individual’s erroneous belief regarding knowledge or ability.
When evaluating whether negotiation strategies and tactics are ethical, which of the following should influence the determination:
Legality; Economic Impact; Fairness
When determining a course of action based upon ethicality, one should consider:
- Social Norms
___________ Asks the question, how would I feel if the course of action I am considering were reported on the front page of the local newspaper or blog?
The Front-Page test
___________ Asks the question, how would you feel if the party did to you what you are thinking about doing to them; putting yourself in their shoes?
Reverse Golden Rule
__________ Asks the question, would you be proud about other people looking up to you? Would I advise others to do this?
__________ Asks the question, what is the opinion of a neutral third party regarding whether the action is ethical?
__________ are those meant to deceive or harm others with no overwhelming individual or societal good that outweighs the harm of deceit.
An action may be illegal but considered ethical, or legal and considered unethical. True or False
_________ often lead to ethical tactics such as bluffing, falsification, misrepresentation, deception, and selective disclosure, the liar gains advantage (discussed below).
When both parties are competitively motivated, they exhibit the lowest or least tendency to employ marginally ethical tactics. True or False.
Generally, a negotiator’s own strategic orientation, whether cooperative or competitive, does not cause differences in their view of the appropriateness of using a tactics. True or False.
Negotiators are significantly more likely to see the marginally ethical tactics as appropriate if they anticipated that the other would be competitive versus cooperative. True or False.
__________ Is using a tactics that intentionally affects the emotional state of the other party in an attempt to sway her otherwise-logical decision making.
__________ Is deception by omission versus commission (with intent to deceive).
__________ is a strategy in which a negotiator does not convey his or her true preferences and allows the other party to arrive at an erroneous conclusion.
__________ is a strategy in which a negotiator deliberately misleads his or her opponent.
__________ is the misrepresentation of a fact or position to achieve a desired reaction in the other party.
__________ is a colloquialism that refers to the strategy of repeatedly asking for more favors or resources after a negotiation has presumably ended.
Once the tactic is employed, which of the following is NOT a standard by which the negotiator will assess consequences?
Effectiveness; Reactions of others; Reactions of self
What are viable options when the other party is using deceptive tactic?
- Question the tactic
- Draw a Line
- Confront the other party
- Ignore it