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Multiple Choice Quiz
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1
The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.
A)True
B)False
2
The concept of end-result ethics argues that it is deemed acceptable to break a rule or violate a procedure in the service of some greater good.
A)True
B)False
3
Misrepresentation by omission is defined as actually lying about the common value issue.
A)True
B)False
4
Machiavellianism appears to be a very weak predictor of ethical conduct.
A)True
B)False
5
The more complex an individual's moral reasoning capability, the more he or she perceives conflict between personal standards and typical organizational demands.
A)True
B)False
6
A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:
A)end-result ethics.
B)duty ethics.
C)social contract ethics.
D)personalistic ethics.
E)utilitarian ethics.
7
Which of the following marginally ethical tactics is seen as inappropriate and unethical in negotiation?
A)misrepresentation
B)bluffing
C)misrepresentation to opponent's network
D)inappropriate information collection
E)All of the above are seen as inappropriate and unethical tactics.
8
Incidences in cheating in the Boston Marathon included all but one motive. Which one was not identified as a motive for cheating in the race?
A)Some cheaters were angry or disturbed.
B)Some cheaters were seeking family approval.
C)Some cheaters were middle-aged males.
D)Some cheaters were after recognition.
E)Some cheaters were simply "caught up in the moment."
9
Which of the following personality traits can most strongly predict the predisposition to behave unethically?
A)cooperativeness
B)Machiavellianism
C)locus of control
D)moral development
E)None of the above can predict the predisposition to behave unethically.
10
The negotiators' past relationship will affect current behavior if the parties
A)have been previously competitive.
B)have been previously cooperative.
C)feel indebted to one another.
D)hold grudges toward one another.
E)The negotiators' past relationship will affect current behavior under all of the above conditions.





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