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Analyzing Ethical Dilemmas in Negotiations

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Analyzing Ethical Dilemmas in Negotiations

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Questions and Answers

What is one of the common justifications used by negotiators who employ deceptive tactics?

The tactic produces good consequences

The tactic was harmless

The tactic is unavoidable (correct)

The tactic is always fair

What is a recommended approach for dealing with the other party's deception?

Ask probing questions to reveal more information (correct)

Respond in kind to escalate the conflict

Refrain from discussing the dishonesty

Ignore any deceptive behavior observed

Which reasoning is associated with ethical relativism as mentioned in the text?

The negotiator believes the tactic was harmless

The negotiator anticipates that others will behave deceptively

The negotiator thinks the tactic is unavoidable

The negotiator considers the tactic fair in the situation (correct)

What strategy is suggested in the text to prompt more honest behavior from the other party?

Discuss and help shift to more honest behavior Signup and view all the answers

How might a negotiator rationalize their deceptive behavior to themselves, as mentioned in the text?

"He started it" Signup and view all the answers

In what situation does ethical relativism come into play according to the text?

When negotiators consider their deceptive tactics fair or appropriate Signup and view all the answers

What is a recommended method from the text for uncovering answers that do not fully disclose the truth?

Asking questions you already know the answers to Signup and view all the answers

How does ethical relativism justify a negotiator's deceptive tactics?

By asserting they are fair in the situation Signup and view all the answers

What do negotiators often try to convince others, especially victims, regarding their conduct?

That their behavior is acceptable Signup and view all the answers

What approach might help identify deceptive behavior during negotiations?

Testing with questions whose answers are known Signup and view all the answers