Negotiation 7th Edition By Lewicki – Test Bank

1.

____________ can be defined as individual and personal beliefs for deciding what is right and wrong. 
 
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2.

The concept of ____________ ethics states that the rightness of an action is determined by evaluating the pros and cons of its consequences. 
 
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3.

Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics. 
 
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4.

____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces. 
 
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5.

Social contract ethicists focus on what individuals owe to their ____________ and what they can or should expect in return. 
 
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6.

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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7.

Most of the ethical questions in negotiation are about standards of ____________. 
 
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8.

Negotiation is based on information dependence—the exchange of information to learn the true ____________ and ____________ of the other negotiator. 
 
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9.

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) ____________. 
 
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10.

There is a positive relationship between an attitude toward the use of each specific tactic and the ______________ to use it. 
 
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11.

Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other. 
 
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12.

The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s ______________ in the bargaining environment. 
 
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13.

The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics. 
 
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14.

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