Exam 5: Individual Differences: Know Yourself and Your Counterpart

Which of the following major conflict management styles is high on both assertiveness and co-operativeness.

Why is the ability to see the other party's point of view especially important during integrative negotiation?

Research suggests activating a stereotype may motivate a person to:

Barry and Friedman found a strong link between negotiator capability and the integrative nature of the settlements reached by participants in a commercial real estate negotiation simulation.

are preferences that people have regarding the kinds of outcomes they prefer in social settings where interdependence with others is required.

Two ways to overcome the influence of gender stereotypes on negotiation performance are through motivational and cognitive interventions.

Barry and Friedman found a positive link between intelligence and performance in distributive negotiation situations.

Which of the "big five" personality factors refers to being sociable, assertive, and talkative?

Which of the following major conflict management styles is low on both assertiveness and co-operativeness.?

The concept of face refers to the value people place on their public image or reputation.

Competitive negotiators usually do have a high level of comfort with conflict and competition, despise debating issues, however are often considered good listeners.

Which of the "big five" personality factors refers to being responsible, organized, achievement oriented?

Define the perspective-taking ability as it applies to negotiators.

Briefly describe the two ways to overcome the influence of gender stereotypes on negotiation performance.

Academic research concludes that little or no difference exists between male and female negotiators.

Early research suggests that not only do women and men receive different outcomes during salary negotiations but also that the same tactic may have opposite effects on salary negotiation outcomes, depending on whether it is used by a man or woman. Explain.

It appears that the motivation to make a good impression by negotiating more assertively can be a double-edged sword for:

What is meant by the term false dichotomy?

Personality traits are unstable tendencies to think, feel, or behave in certain ways that can be identified and measured.

How is self-efficacy related to performance?