Question: Print Your Name Here: ________________________________________ Instructions : Complete the SINS questionnaire, summarize your scores on the score sheet, and discuss the following questions with your
Print Your Name Here: ________________________________________
Instructions: Complete the SINS questionnaire, summarize your scores on the score sheet, and discuss the following questions with your classmates. Write answers to each of these questions and turn in this sheet at the end December 9th.
- What were your scores on each of the five categories? Do these scores surprise you? Why or why not?
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- The numbers in parentheses on the score sheet are the average of students at other universities who completed this questionnaire. How do your scores compare to those of the other groups?
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- How do you decide what tactics are appropriate or inappropriate in a negotiation? What factors related to the other person, the issues under negotiation, or the situation might make you:
- More likely to use some of these tactics?
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- Less likely to use some of these tactics?
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- Do you think that negotiators need a clear code of ethics about what is OK or not OK to do?
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- What might be some of the problems in developing, disseminating, or enforcing such a code?
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- Do you agree with the following quotation? (Think about it and discuss it with your classmates.)
There is no such thing as an honest bluff, as distinguished from the empty promise or the treacherous falsehood. If an honest bluff fails, the bluffer may be forgiven for trying a legitimate stratagem, but if he has lied, he may be cold-shouldered out of the game.
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- Do you agree with the following quotation? (Think about it and discuss it with your classmates.)
Falsehood ceases to be a falsehood when it is understood on all sides that the truth is not expected to be spoken. ______________________________________________________________________________________________________________________________________________________________________________________
Sins Scale-Scoring Key Traditional Competitive Bargaining Item 6 (5.90) Item 7 (5.70) Item 14 (4.90) Total (16.50) Attacking Opponent's Network Item 3 (1.68) Item 9 (1.88) Item 12 (2.16) Total (5.72) False Promises Item 1 Item 8 Item 15 Total (2.07) (2.19) (1.91) (6.17) Misrepresentation Item 2 (2.80) Item 4 (2.88) Item 10 (3.53) Item 11 (2.90) Total (12.11) Inappropriate Information Gathering Item 5 (2.44) Item 13 (2.57) Item 16 (2.06) Total (7.07) The SINS Scale Assignment: Online Introduction The purpose of the SINS (Self-reported inappropriate Negotiation Strategies) scale is to inquire about your general disposition toward ethical issues in negotiation. It will help you draw the line between those tactics which most people see as ethical and those which most see as unethical Complete the SINS scale below. Procedure 1. Complete the SINS scale. 2. Use the scoring key for the SINS scale. Follow the key in order to score your questionnaire. A description of the groups of items in the questionnaire can be found following the questionnaire. Incidents in Negotiation Questionnaire In completing this questionnaire, please try to be as candid as you can about what you think is appropriate and acceptable to do. You are being asked about tactics that are controversial; however, your responses on this questionnaire are completely anonymous, and no one will ever know your individual responses You will be asked to consider a list of tactics that negotiators sometimes use. You should consider these tactics in the context of a situation in which you will be negotiating for something which is very important to you and your business. For each tactic, you will be asked to indicate how appropriate the tactic would be to use in this situation. Then assign a rating to each tactic, evaluating how appropriate it would be to use this tactic in the context specified above, based on the following scale: 1 2 Not at all Somewhat Very appropriate appropriate appropriate (If you have any need to explain your rating on a tactic, please do so in the margin or at the end/back of the questionnaire.) 3 5 6 7 Sins Scale-Scoring Key Traditional Competitive Bargaining Item 6 (5.90) Item 7 (5.70) Item 14 (4.90) Total (16.50) Attacking Opponent's Network Item 3 (1.68) Item 9 (1.88) Item 12 (2.16) Total (5.72) False Promises Item 1 Item 8 Item 15 Total (2.07) (2.19) (1.91) (6.17) Misrepresentation Item 2 (2.80) Item 4 (2.88) Item 10 (3.53) Item 11 (2.90) Total (12.11) Inappropriate Information Gathering Item 5 (2.44) Item 13 (2.57) Item 16 (2.06) Total (7.07) The SINS Scale Assignment: Online Introduction The purpose of the SINS (Self-reported inappropriate Negotiation Strategies) scale is to inquire about your general disposition toward ethical issues in negotiation. It will help you draw the line between those tactics which most people see as ethical and those which most see as unethical Complete the SINS scale below. Procedure 1. Complete the SINS scale. 2. Use the scoring key for the SINS scale. Follow the key in order to score your questionnaire. A description of the groups of items in the questionnaire can be found following the questionnaire. Incidents in Negotiation Questionnaire In completing this questionnaire, please try to be as candid as you can about what you think is appropriate and acceptable to do. You are being asked about tactics that are controversial; however, your responses on this questionnaire are completely anonymous, and no one will ever know your individual responses You will be asked to consider a list of tactics that negotiators sometimes use. You should consider these tactics in the context of a situation in which you will be negotiating for something which is very important to you and your business. For each tactic, you will be asked to indicate how appropriate the tactic would be to use in this situation. Then assign a rating to each tactic, evaluating how appropriate it would be to use this tactic in the context specified above, based on the following scale: 1 2 Not at all Somewhat Very appropriate appropriate appropriate (If you have any need to explain your rating on a tactic, please do so in the margin or at the end/back of the questionnaire.) 3 5 6 7
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