Question 1

Describe each of the "big five" personality factors.

Accepted Answer

Extroversion-being sociable, assertive, talkative Agreeableness-being flexible, co-operative, trusting
Conscientiousness-being responsible, organized, achievement oriented Emotional stability-being secure, confident, not anxious Openness-being imaginative, broad-minded, curious

Question 2

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Accepted Answer

1. Stereotypes undermine the performance of females. When stereotype threat is activated-by telling negotiators the bargaining task is diagnostic of their overall ability as negotiators
-women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes. In contrast, when negotiators were told explicitly that the task is not diagnostic of their ability, there was no difference in performance between genders.
2. Negative stereotype effects can be overcome. Although stereotypes can undermine the perfo of female negotiators, there is also evidence that the negative stereotypes of women at the barg table can sometimes improve performance. Another part of the same study found that after explicitly mentioning that masculine traits lead to better performance, women actually performed better than men in mixed-gender negotiations. Instead of fulfilling the negative connotations of the stereotype, the women in this experiment reacted against it and began negotiating more aggressively.

Question 3

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

Accepted Answer

A) True 
 B)False  True

Question 4

What type of conflict management style is preferred by those with a pro-social orientation?

Accepted Answer

A pro-social orientation is, i

Question 5

What does research evidence suggest about how men and women differ in their willingness to compete?

Accepted Answer

There is research evidence that men and

Question 6

Describe the implications for negotiations based on a dispositional tendency to trust others.

Accepted Answer

"High trusters" believe that others will

Question 7

Gender differences are the least researched individual difference topic in negotiation.

Accepted Answer

A) True 
 B)False

Question 8

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

Accepted Answer

A)  Low Machs 
B)  high Machs 
C)  Zero Machs 
D)  Moderate Machs 
A)  Low Machs 
B)  high Machs 
C)  Zero Machs 
D)  Moderate Machs

Question 9

A pro-social orientation can also be described as a(n):

Accepted Answer

A)  energetic orientation 
B)  co-operative orientation 
C)  egoistic orientation 
D)  conservative orientation 
A)  energetic orientation 
B)  co-operative orientation 
C)  egoistic orientation 
D)  conservative orientation

Question 10

Compare and contrast an egoistic orientation with a co-operative orientation.

Accepted Answer

A pro-self or egoistic orientation, mean

Question 11

How does researcher Julian Rotter define interpersonal trust?

Accepted Answer

According to research by Julian Rotter,i

Question 12

When stereotype threat is activated:

Accepted Answer

A)  women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes. 
B)  women do worse because of the negative stereotypes that are active, and men are not affected. 
C)  women are not affected by the negative stereotypes that are active, and men do better because of the positive stereotypes. 
D)  women do better because of the negative stereotypes that are active, and men do worse because of the positive stereotypes. 
A)  women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes. 
B)  women do worse because of the negative stereotypes that are active, and men are not affected. 
C)  women are not affected by the negative stereotypes that are active, and men do better because of the positive stereotypes. 
D)  women do better because of the negative stereotypes that are active, and men do worse because of the positive stereotypes.

Question 13

Compare the differing views of men and women in terms of their perception of conflict episodes.

Accepted Answer

Women were more likely to perc

Question 14

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

Accepted Answer

A)  ignored the possibility of finding some middle ground with the other party in the negotiation. 
B)  considered more outcome options for the issue being discussed. 
C)  did not form their plans in strict sequential order. 
D)  prepared their goals around ranges rather than fixed points. 
A)  ignored the possibility of finding some middle ground with the other party in the negotiation. 
B)  considered more outcome options for the issue being discussed. 
C)  did not form their plans in strict sequential order. 
D)  prepared their goals around ranges rather than fixed points.

Question 15

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Accepted Answer

A)  Social value orientation 
B)  Pro-social orientation 
C)  Misguided ethics 
D)  Interpersonal trust 
A)  Social value orientation 
B)  Pro-social orientation 
C)  Misguided ethics 
D)  Interpersonal trust

Question 16

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Accepted Answer

A) True 
 B)False

Question 17

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Accepted Answer

A)  Amoral manipulation 
B)  Desire for control 
C)  Desire for status 
D)  Distrust 
A)  Amoral manipulation 
B)  Desire for control 
C)  Desire for status 
D)  Distrust

Question 18

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

Accepted Answer

A) True 
 B)False

Question 19

A pro-social orientation is a tendency to prefer:

Accepted Answer

A)  a competing conflict management style. 
B)  an avoidance conflict management style. 
C)  an accommodating conflict management style. 
D)  a collaborating conflict management style. 
A)  a competing conflict management style. 
B)  an avoidance conflict management style. 
C)  an accommodating conflict management style. 
D)  a collaborating conflict management style.

Question 20

Cognitive ability is synonymous with:

Accepted Answer

A)  General intelligence 
B)  Social intelligence 
C)  Analytical intelligence 
D)  Emotional intelligence 
A)  General intelligence 
B)  Social intelligence 
C)  Analytical intelligence 
D)  Emotional intelligence

Describe each of the "big five" personality factors.

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

What type of conflict management style is preferred by those with a pro-social orientation?

What does research evidence suggest about how men and women differ in their willingness to compete?

Describe the implications for negotiations based on a dispositional tendency to trust others.

Gender differences are the least researched individual difference topic in negotiation.

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

A pro-social orientation can also be described as a(n):

Compare and contrast an egoistic orientation with a co-operative orientation.

How does researcher Julian Rotter define interpersonal trust?

When stereotype threat is activated:

Compare the differing views of men and women in terms of their perception of conflict episodes.

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

A pro-social orientation is a tendency to prefer:

Cognitive ability is synonymous with:

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 5: Individual Differences: Know Yourself and Your Counterpart

Describe each of the "big five" personality factors.

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

What type of conflict management style is preferred by those with a pro-social orientation?

What does research evidence suggest about how men and women differ in their willingness to compete?

Describe the implications for negotiations based on a dispositional tendency to trust others.

Gender differences are the least researched individual difference topic in negotiation.

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

A pro-social orientation can also be described as a(n):

Compare and contrast an egoistic orientation with a co-operative orientation.

How does researcher Julian Rotter define interpersonal trust?

When stereotype threat is activated:

Compare the differing views of men and women in terms of their perception of conflict episodes.

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

A pro-social orientation is a tendency to prefer:

Cognitive ability is synonymous with:

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters