Ethical Boundaries & Good Faith Flashcards
7 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Ethical Boundaries & Good Faith flashcards as text
A negotiator is pressured by their employer to use tactics they believe are unethical. The most professionally appropriate response is to:
Answer: Raise concerns through internal channels and, if unresolved, consider withdrawing
Professional negotiators should voice ethical concerns internally; if unresolved and serious, withdrawing from the engagement is preferable to participating in unethical conduct.
Which of the following is an example of an ethically permissible negotiating tactic?
Answer: Anchoring with an ambitious but honestly held opening position
Anchoring with a high but genuine opening position is a legitimate tactic; the others involve deception or empty threats.
The principle of 'proportionality' in negotiation ethics suggests that:
Answer: The aggressiveness of tactics should be proportionate to the stakes and context
Proportionality means that the intensity and approach of negotiation tactics should match the stakes and relationship context appropriately.
When a negotiator uses a 'nibble' — asking for small extras after agreement — this is ethically problematic primarily because:
Answer: It exploits psychological commitment and can violate the spirit of the agreed deal
The nibble tactic exploits the other party's sunk-cost bias and commitment, undermining the integrity of the concluded agreement.
A negotiator's client instructs them to convey false urgency to the other side. Under professional ethics, the negotiator should:
Answer: Refuse, as making false statements of fact violates professional ethical standards
Professional negotiation codes prohibit knowingly making false statements of fact, regardless of client instructions.
Good faith negotiation requires that parties:
Answer: Engage honestly with a genuine intent to resolve differences
Good faith does not guarantee agreement but requires honest engagement and genuine intent to work toward resolution, not merely going through the motions.
Which scenario illustrates a conflict of interest that must be disclosed in negotiation?
Answer: A mediator who has a financial stake in one party's business succeeding
A financial stake in one party's outcome creates a material conflict of interest that must be disclosed to maintain neutrality and good faith.