Ch 5 Flashcards
What is the concept of duty ethics?
considering the law & standard obligations
What is end-result ethics?
considering the consequences (right or wrong)
What is the flaw in claiming business strategy as analogous to poker strategy?
most games do not legitimize deception
What is the dilemma of trust?
can be manipulated by dishonesty
What are considered inappropriate and unethical tactics in negotiation?
bluffing, exaggeration, concealment or manipulation of information
What is the Category of Marginally Ethical Negotiating Tactics?
Traditional Competitive Bargaining Emotional Manipulation Misrepresentation Misrepresentation to Opponent’s Networks Inappropriate information gathering Bluffing
What two types of deception has research shown that negotiators use?
omission and commission
What type of deception creates strong emotional reactions?
lying
How does a negotiator use intimidation to detect deception?
ask questions, “call” the tactic, respond in kind
What is the altered information tactic to detect deception?
more likely to see ethically ambiguous tactics if they think other’s motivation more competitive
What are the bases for ethical reasoning?
Ethical criteria for judging conduct to determine what is appropriate
Why is information power?
rational activity involving exchange and persuasive use of information
