Question

Which of the following statements about situational influences on unethical conduct is true? Select one: a. The negotiator's past relationship will affect current behavior if the parties have been previously competitive or cooperative. b. Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as cooperative compared to one who had been exploitative. c. Negotiators with less power are more likely to abuse what power they have by using less ethical tactics. d. An individual who confuses private ethics with business morality makes an effective negotiator. e. None of the above statements about situational influences on unethical conduct is true.

Answer 1

The correct answer is a.

Step-by-step explanation:

In a paper entitled "The Influence of Past Negotiations on Negotiation Counterpart Preferences ", researcher Jochen Reb examines the influence past negotations can have on a negotiator's preferences when having to negotiate again with a counterpart. Reb's findings suggest that the negotiator's past relationship will affect current behavior if the parties have been previously competitive or cooperative. That is, if a past agreement was favorable or unfavorable, this will influence positively or negatively the attitude and disposition of the negotiator in current deals.