Q&A Hero

Q: Which is a Category of Marginally Ethical Negotiating Tactics? A.Traditional Competitive Bargaining B.Emotional Manipulation C.Misrepresentation to Opponent's Networks D.Bluffing E.All of the above

Q: What is the implication of the dilemma of trust? A.We believe everything the other says and can be manipulated by their dishonesty. B.We do not believe anything the other says and therefore are immune to their dishonesty. C.We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level. D.We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level. E.None of the above describes the implication of the dilemma of trust.

Q: Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy? A.Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions. B.If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business. C.Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception. D.Bluffing, exaggeration and concealment are legitimate ways for corporations to maximize their self interest. E.None of the above arguments refute Carr's claim.

Q: Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies? A.End-result ethics. B.Duty ethics. C.Social context ethics. D.Personalistic ethics. E.Reasoning ethics.

Q: Ethical criteria for judging appropriate conduct define A.what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other. B.what a negotiator can actually make happen in a given situation. C.what is appropriate as determined by some standard of moral conduct. D.what the law defines as acceptable practice. E.All of the above are defined by ethical criteria for judging appropriate conduct.

Q: The concept of "duty ethics" states that A.the rightness of an action is determined by evaluating the pros and cons of its consequences. B.the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. C.the rightness of an action is based on the customs and norms of a particular society or community. D.the rightness of an action is based on one's conscience and moral standards. E.None of the above defines "duty ethics."

Q: 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.

Q: 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.

Q: One's own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well.

Q: Real consequencesrewards and punishments that arise from using a tactic or not using itshould 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.

Q: Individuals are more willing to use deceptive tactics when the other party is perceived to be uninformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.

Q: Studies show that subjects were more willing to lie by omission than by commission.

Q: Misrepresentation by omission is defined as actually lying about the common-value issue.

Q: Questions and debate regarding the ethical standards for truth telling are central and fundamental in the negotiating process.

Q: Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.

Q: The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.

Q: The concept of "personalistic ethics" states that the rightness of an action is based on the customs and norms of a particular society or community.

Q: The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.

Q: In general, the "respond in kind" approach is best treated as a ________________________ strategy.

Q: 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.

Q: "Calling" the tactic indicates to the other side that you know he is ____________ or ___________.

Q: Asking questions can reveal a great deal of information, some of which the negotiator may intentionally leave ___________.

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

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

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

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

Q: The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.

Q: Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.

Q: There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it.

Q: 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) ___________.

Q: Most of the ethical questions in negotiation are about standards of ___________.

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

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

Q: Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective.

Q: Without effective planning and target setting, results occur more by ____________ than by negotiator effort.

Q: What is the danger about making assumptions to predict the other party's negotiating behavior?

Q: What information do we need about the other party to prepare effectively?

Q: Why may bargainers want to consider giving away "something for nothing?"

Q: What are the advantages and disadvantages of large bargaining mixes?

Q: Define bargaining mix.

Q: What specific steps are entailed in effective planning?

Q: What is a drawback of accommodation strategies?

Q: What is the primary goal in the use of the strategy of accommodation?

Q: What are the three types of initial strategies for negotiators?

Q: Define strategy and tactics.

Q: How does the single episodic assumption affect our choice of strategy?

Q: Why is important for goals to be concrete, specific and measurable?

Q: Can wishes be goals?

Q: What are the three types of goals negotiators must anticipate to achieve in a negotiation?

Q: What are the most critical precursors for achieving negotiation objectives?

Q: Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised? A.What agenda should we follow? B.Where should we negotiate? C.What is the time period of the negotiation? D.What might be done if negotiation fails? E.How will we keep track of what is agreed to?

Q: A negotiator should ask which of the following questions when presenting issues to the other party to assemble information? A.What facts support my point of view? B.Whom may I consult or take with to help me elaborate or clarify the facts? C.What is the other party's point of view likely to be? D.How can I develop and present the facts so they are most convincing? E.All of the above questions should be asked.

Q: Reactive strategies: A.encourage negotiators to be more flexible and creative B.can efficiently clear up confusion about issues C.will lessen a negotiator's defensive posture D.can make negotiators feel threatened and defensive E.none of the above

Q: Does any of the following represent the point at which we realistically expect to achieve a settlement? A.specific target point B.resistance point C.alternative D.asking price E.none of the above

Q: If the other party has a strong and viable alternative, he/she will A.be dependent on achieving a satisfactory agreement. B.appear aggressive and hostile in negotiations. C.set and push for high objectives. D.have unlimited negotiating authority. E.all of the above.

Q: Interests can be: A.substantive, directly related to the focal issues under negotiation B.process-based, related to the manner in which we settle this dispute C.relationship-based, tied to the current or desired future relationship between the parties D.based in the intangibles of the negotiation E.all of the above

Q: A.Defining the issues B.Defining the bargaining limit C.Defining interests D.Defining limits and alternatives E.All of the above

Q: What is the primary determinant for success in negotiation? A.a distributive vs. integrative strategy B.the planning that takes place prior to the dialogue C.the discussions that precede planning sessions D.the tactics selected in support of strategic goals E.all of the above

Q: Which is not a key step to an ideal negotiation process? A.Preparation B.Relationship Building C.Information Gathering D.Bidding E.All of the above are key steps

Q: In an accommodative negotiation, the relationships have: A.a short-term focus B.a long-term focus C.may be either short term or long term D.secrecy and defensiveness E.none of the above

Q: Characteristics of collaborative strategies include: A.long-term focus B.trust and openness C.efforts to find mutually satisfying solutions D.pursuit of goals held jointly with others E.all of the above

Q: Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image? A.collaboration B.avoidance C.engagement D.accommodation E.reciprocation

Q: A strong interest in achieving only substantive outcomes tends to support which of the following strategies? A.collaborative B.accommodating C.competitive D.avoidance E.none of the above

Q: Which is not a difference between strategy and tactics? A.Scale B.Goals C.Perspective D.Immediacy E.Adaptation

Q: The less concrete and measurable goals are: A.the harder it is to communicate to the other party what we want B.the easier it is to understand what your opponent wants C.the easier it is to determine whether a particular outcome satisfies our goals D.the harder it is to restate what the initial goal was E.all of the above

Q: Which of the following is not a reason that negotiations fail? A.Allowing insufficient time for planning B.Failing to set clear objectives C.Understanding the strengths and weaknesses of their and the other party's positions D.Depending on being quick and clever during negotiations E.Designing a road map that will guide to an agreement

Q: What are the most critical precursors for achieving negotiation objectives? A.effective strategizing and planning B.goal setting and target planning C.defining frames and setting goals D.framing and strategizing E.none of the above

Q: In new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised.

Q: Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Q: Context issues (e.g., history of the relationship) can affect negotiation.

Q: If intangibles are a key part of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Q: It is not possible to evaluate packages as opening bids and others as targets in the same way as evaluating individual issues.

Q: In a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives.

Q: Gathering information about the other party is a critical step in preparing for negotiation.

Q: Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Q: Interests are what a negotiator wants.

Q: Interests may be process-based and relationship-based.

Q: It is important to set priorities and possibly assign points for both tangible and intangible issues.

Q: Large bargaining mixes allow many possible components and arrangements for settlement.

Q: Single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies.