Question 1

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

Accepted Answer

A)  A compromising style 
B)  A competing style 
C)  An accommodating style 
D)  An avoiding style 
A)  A compromising style 
B)  A competing style 
C)  An accommodating style 
D)  An avoiding style

Question 2

How does perspective-taking ability affect negotiations?

Accepted Answer

Negotiators need to perceive, understand

Question 3

Pro-socials adopt a social value orientation that is more concerned with the well-being of others, are more oriented toward problem solving and reciprocal co-operation.

Accepted Answer

A) True 
 B)False

Question 4

is a judgment about our own ability to behave effectively in a given situation.

Accepted Answer

A)  Self-orientation 
B)  Others-orientation 
C)  Self-efficiency 
D)  Self-efficacy 
A)  Self-orientation 
B)  Others-orientation 
C)  Self-efficiency 
D)  Self-efficacy

Question 5

_refers to performance anxiety that afflicts individuals in certain social categories, such as race and gender, who fear that their performance will confirm a negative stereotype.

Accepted Answer

A)  Cognitive threat 
B)  Negotiation threat 
C)  Perception threat 
D)  Stereotype threat 
A)  Cognitive threat 
B)  Negotiation threat 
C)  Perception threat 
D)  Stereotype threat

Question 6

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

Accepted Answer

A)  An avoiding style 
B)  A compromising style 
C)  A collaborating style 
D)  A competing style 
A)  An avoiding style 
B)  A compromising style 
C)  A collaborating style 
D)  A competing style

Question 7

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.

Accepted Answer

A) True 
 B)False

Question 8

What does a large-scale review of the literature on gender differences in negotiation conclude?

Accepted Answer

Large-scale reviews of the literature on

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

How does perspective-taking ability affect negotiations?

Pro-socials adopt a social value orientation that is more concerned with the well-being of others, are more oriented toward problem solving and reciprocal co-operation.

is a judgment about our own ability to behave effectively in a given situation.

_refers to performance anxiety that afflicts individuals in certain social categories, such as race and gender, who fear that their performance will confirm a negative stereotype.

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

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.

What does a large-scale review of the literature on gender differences in negotiation conclude?

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

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

How does perspective-taking ability affect negotiations?

Pro-socials adopt a social value orientation that is more concerned with the well-being of others, are more oriented toward problem solving and reciprocal co-operation.

is a judgment about our own ability to behave effectively in a given situation.

_refers to performance anxiety that afflicts individuals in certain social categories, such as race and gender, who fear that their performance will confirm a negative stereotype.

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

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.

What does a large-scale review of the literature on gender differences in negotiation conclude?

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