10 Questions
What is one of the common justifications used by negotiators who employ deceptive tactics?
The tactic is unavoidable
What is a recommended approach for dealing with the other party's deception?
Ask probing questions to reveal more information
Which reasoning is associated with ethical relativism as mentioned in the text?
The negotiator considers the tactic fair in the situation
What strategy is suggested in the text to prompt more honest behavior from the other party?
Discuss and help shift to more honest behavior
How might a negotiator rationalize their deceptive behavior to themselves, as mentioned in the text?
"He started it"
In what situation does ethical relativism come into play according to the text?
When negotiators consider their deceptive tactics fair or appropriate
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
How does ethical relativism justify a negotiator's deceptive tactics?
By asserting they are fair in the situation
What do negotiators often try to convince others, especially victims, regarding their conduct?
That their behavior is acceptable
What approach might help identify deceptive behavior during negotiations?
Testing with questions whose answers are known
This quiz explores the analytical process for resolving moral problems in negotiations. It covers understanding the efficiency of tactics, consequences on relationships, practical outcomes in a situation, and legal boundaries. Learn how to comprehend and analyze ethical dilemmas using a helpful model.
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