ETHICS

Question 1

What is ethics

Answer 1

broadly standards of what is right or wrong in situations

Question 2

what is the purpose

Answer 2

define the nature of the world
prescribe rules of living togethere

Question 3

Difference between righteous moralist and naive inmoralist

Answer 3

r: stick to home country ethics
n: it’s ok because everyone does it

Question 4

what is kantian ethics

Answer 4

dignity of the person, don’t use a person to obtain a goal

Question 5

4 standard to evaluate a strategy

Answer 5

End-result ethics
Duty ethics
Social contract ethics
Personalistic ethics

Question 6

What’s an ethical dilemma

Answer 6

When a strategy is in conflict with one’s social or moral obligation

Question 7

Name the technical ambiguous tactics

Answer 7

traditional competitive bargaining
Emotional manipulation
Misrepresentation
Misrepresentation on the opponent’s network
Inappropriate information gathering

Question 8

why choose deceptive tactics

Answer 8

Power motive

Question 9

3 consequences of unethical conduct

Answer 9

1. effectiveness
2. reaction to others
3. reaction to self

Question 10

3 factors that affect ethical/unethical negotiations

Answer 10

1. background and demographic
2. personality and levels of moral development
3. Elements of social context that encourage/discourage unethical conduct

Question 11

what is locus of control

Answer 11

degree of which the person believes the results are due to his efforts

Question 12

Contextual influences on unethical conduct

Answer 12

1. past experiences
2. role of incentives
3. characteristics of the other party
4. relationship
5. relative power
6. types of negotiation
7. mode of communication
8. acting as an agent
9. groups and organizational norm

Question 13

Name and explain 5 tactics for detecting deception

Answer 13

1. Silence: make the other party uncomfortable to make them talk
2. direct approach: “just tell me the truth”
3. concern: true concern of well being
4. Intimidation: force them to admit by intimidation
5. bluffing: lie about you manage to uncover the lie

Question 14

Omission & Commission

Answer 14

o: keep information for yourself
c: lying

Question 15

How can you react to deception/lies

Answer 15

1. asking probing question
2. phrase questions in different ways
3. force the other to back off
4. text the other party
5. call the tactic
6. ignore the tactic
7. offer to shift to honest behavior
8. respond in kind

Question 16

what is deception

Answer 16

Misrepresent the value of an issue to the party