Ethical Considerations & Cultural Awareness Flashcards

Which ethical framework judges a negotiation tactic as acceptable if it produces the greatest good for the greatest number of parties?

Answer: Consequentialism / Utilitarianism

Utilitarianism (consequentialism) evaluates actions based on their outcomes and whether they maximize overall well-being.

A negotiator working on a cross-cultural deal notices that gift-giving before business is expected in the counterpart's country, but prohibited by their own company policy. The best resolution is to:

Answer: Explain the policy respectfully and offer an alternative gesture of respect

Transparent acknowledgment of the policy constraint, paired with an alternative respectful gesture, balances cultural sensitivity with ethical compliance.

What does 'face-saving' mean in the context of Asian cross-cultural negotiations?

Answer: Protecting a party's dignity, reputation, and social standing in front of others

Face-saving involves structuring negotiations so no party is publicly embarrassed or humiliated, which is critical in many Asian cultural contexts.

Under professional negotiator ethics, 'puffery' is generally considered:

Answer: An acceptable form of promotional enthusiasm not treated as a factual claim

Puffery—vague superlatives like 'best deal ever'—is generally not treated as a material misrepresentation because reasonable parties do not rely on it as fact.

When cultural differences create a deadlock in negotiations, which approach reflects both ethical and culturally aware practice?

Answer: Engage a neutral cross-cultural mediator familiar with both parties' backgrounds

A neutral cross-cultural mediator can bridge communication gaps and help both parties find common ground without imposing either culture's norms.

Which scenario best illustrates an 'ethical dilemma' for a professional negotiator (as opposed to a clear ethical violation)?

Answer: Deciding whether to reveal a client's time pressure when it could harm the client but help the deal

An ethical dilemma involves competing legitimate values (client loyalty vs. deal efficiency), whereas the other options are clear violations with no competing legitimate interest.

A negotiator from an individualist culture perceives their collectivist counterpart's need to 'check with the team' as stalling. What is the culturally aware response?

Answer: Recognize this as a legitimate cultural process and build it into the negotiation timeline

In collectivist cultures, team consultation is not a delay tactic but a genuine and necessary part of the decision-making process that must be respected.