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The SINS II Scale

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The purpose of the SINS II scale is to inquire about your general disposition toward ethical issues in negotiation. It will help you determine your views on a range of ethical and unethical negotiation tactics.

Attached you will find two files contain the result generated by the whole class, and generated by me. This questionnaire is part of research study on how negotiators decide when certain strategy and tactics are ethical and appropriate in negotiations. Each tactic was being rated, and the scale is based on the following:

1 2 3 4 5 6 7
Not a all Somewhat Very
appropriate appropriate appropriate

Please answer the following questions:

Review the class results for the SINS II Scale. What patterns do you observe in the class results? How do your own results compare with the overall class results? Which tactics do you believe are the most and least appropriate? Why?

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The SINS II Scale - Negotiation

The purpose of the SINS II scale is to inquire about your general disposition toward ethical issues in negotiation. It will help you determine your views on a range of ethical and unethical negotiation tactics.

Attached you will find two files contain the result generated by the whole class, and generated by me. This questionnaire is part of research study on how negotiators decide when certain strategy and tactics are ethical and appropriate in negotiations. Each tactic was being rated, and the scale is based on the following:

1 2 3 4 5 6 7
Not a all Somewhat Very
appropriate appropriate appropriate

Please answer the following questions:

Review the class results for the SINS II Scale. What patterns do you observe in the class results? How do your own results compare with the overall class results? Which tactics do you believe are the most and least appropriate? Why?
The tactics are Traditional Competitive Bargaining, Inappropriate Information Gathering, Attacking Opponent's Network, Strategic Misrepresentation of Positive Emotion, False Promises, Strategic misrepresentation of Negative Emotion, and Misrepresentation.
If ...

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Hatim Baxamusa, MBA
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  • BSc , University of Calcutta
  • MBA, Eastern Institute for Integrated Learning in Management
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