Podcast
Questions and Answers
What is one of the common justifications used by negotiators who employ deceptive tactics?
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?
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?
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?
What strategy is suggested in the text to prompt more honest behavior from the other party?
How might a negotiator rationalize their deceptive behavior to themselves, as mentioned in the text?
How might a negotiator rationalize their deceptive behavior to themselves, as mentioned in the text?
In what situation does ethical relativism come into play according to the text?
In what situation does ethical relativism come into play according to the text?
What is a recommended method from the text for uncovering answers that do not fully disclose the truth?
What is a recommended method from the text for uncovering answers that do not fully disclose the truth?
How does ethical relativism justify a negotiator's deceptive tactics?
How does ethical relativism justify a negotiator's deceptive tactics?
What do negotiators often try to convince others, especially victims, regarding their conduct?
What do negotiators often try to convince others, especially victims, regarding their conduct?
What approach might help identify deceptive behavior during negotiations?
What approach might help identify deceptive behavior during negotiations?
