Negotiation._Final.test.prep (Ethics) 3Q

Question 1

A given statement may be defined as … when the speaker knowingly misrepresents a material fact upon which the victim reasonably relies and the fact causes damage.
A) fraudulent
B) deceptive
C) truthful
D) manipulative

Answer 1

fraudulent

Question 2

…. occurs when a negotiator does not mention their true preferences and allows the other party to arrive at an erroneous conclusion.
A) Active misrepresentation
B) Passive misrepresentation
C) Honest communication
D) Open disclosure

Answer 2

B) Passive misrepresentation

Question 3

deliberately misleads her opponent
A) Active misrepresentation
B) Passive misrepresentation
C) Honest communication
D) Open disclosure

Answer 3

active misrepresentation

Question 4

….is the term used to refer to negotiators who make offers, and then either retract them or fail to follow through with them
A) Insincere dealings
B) Deceptive negotiations
C) Opportunistic practices
D) Bad-faith bargaining

Answer 4

Bad-faith bargaining

Question 5

… is a term used to refer to negotiators who to honor verbal promises.
A) Pith bargaining
B) Deceptive negotiations
C) Opportunistic practices
D) Bad-faith bargaining

Answer 5

Pith bargaining

Question 6

Lying by …. is the passive omission of relevant information; lying by … is the active use of false statements.

commission, omission

Answer 6

omission , commission

Question 7

… is the active use of truthful statements to convey a misleading impression.

A) Camouflaging
B) Deceptive disclosures
C) Paltering
D) Misleading revelations

Answer 7

Paltering

Question 8

!! …. !! refers to the limits of people to make ethical decisions because they are either unaware of or fail to fully and deliberately process information.

A) Moral blindness
B) Ethical neglect
C) Integrity blindness
D) Bounded ethicality

Answer 8

Bounded ethicality