Question 1

________ create more value than ______ when negotiating.

Accepted Answer

A) Men / women. 
B) Women / men. 
C) Negotiators high in emotional intelligence / their counterparts. 
D) People who fake strong emotions / people with strong cognitive abilities. 
A) Men / women. 
B) Women / men. 
C) Negotiators high in emotional intelligence / their counterparts. 
D) People who fake strong emotions / people with strong cognitive abilities. A

Question 2

Individual difference variables________ be changed for a particular negotiation.

Accepted Answer

A) Should. 
B) Should not. 
C) Can. 
D) Cannot. 
A) Should. 
B) Should not. 
C) Can. 
D) Cannot. D

Question 3

In what ways do negative emotions affect negotiation? How can you manage negative emotions to prevent them from derailing your negotiation goals?

Accepted Answer

Negative emotions adversely affect thinking and can propel us to engage in regrettable actions.They can divert attention away from substantive matters,damage relationships and be used to exploit the other party.Negotiators who are experiencing their own negative emotions can manage them in a number of ways.They can transform the situation that is producing the negative emotion into a situation that produces positive emotions.They can hone the managing emotions emotional intelligence skill to help them regulate others' and their own behaviors.They can also learn to change their focus from identifying the emotion itself to identifying and addressing the concern that underlies it,such as not getting enough appreciation,having enough autonomy or status,and not feeling enough affiliation or structural connection.

Question 4

Which one of the following Myers-Briggs personality types would serve your interests best in someone who is going to represent you in a distributive negotiation?

Accepted Answer

A) Extrovert (
E) . 
B) Sensor (S). 
C) Introvert (I). 
D) Thinker (T). 
A) Extrovert (
E) . 
B) Sensor (S). 
C) Introvert (I). 
D) Thinker (T).

Question 5

Characteristics of the situation,like the nature of the problem being negotiated and parties' relative power,affect negotiations far more than individual differences do.

Accepted Answer

A) True 
 B)False

Question 6

According to research evidence,which pair of personality traits is a liability when negotiating distributively?

Accepted Answer

A) Neuroticism and extraversion. 
B) Openness and agreeableness. 
C) Extraversion and agreeableness. 
D) Closeness and neuroticism. 
A) Neuroticism and extraversion. 
B) Openness and agreeableness. 
C) Extraversion and agreeableness. 
D) Closeness and neuroticism.

Question 7

The ways in which gender affects negotiations are derived to some extent from:

Accepted Answer

A) Differences attributed to the situation. 
B) Emotions. 
C) Gender stereotypes. 
D) Structural position. 
A) Differences attributed to the situation. 
B) Emotions. 
C) Gender stereotypes. 
D) Structural position.

Question 8

_________ is both an attitudinal and personality trait.

Accepted Answer

A) Trust. 
B) Self-monitoring. 
C) Social value orientation. 
D) Conscientiousness. 
A) Trust. 
B) Self-monitoring. 
C) Social value orientation. 
D) Conscientiousness.

Question 9

_______ may combine with _________ to determine our negotiation styles.

Accepted Answer

A) Gender / personality. 
B) Individual differences / situation. 
C) Emotions / cognitions. 
D) Status / roles. 
A) Gender / personality. 
B) Individual differences / situation. 
C) Emotions / cognitions. 
D) Status / roles.

Question 10

Negotiation styles are _________ that _________.

Accepted Answer

A) Learned patterns of behavior / can be recognized and managed. 
B) Intuitive behaviors / can be recognized and managed. 
C) Intuitive behaviors / cannot be recognized and managed. 
D) Learned patterns of behavior / are stable and unchangeable. 
A) Learned patterns of behavior / can be recognized and managed. 
B) Intuitive behaviors / can be recognized and managed. 
C) Intuitive behaviors / cannot be recognized and managed. 
D) Learned patterns of behavior / are stable and unchangeable.

Question 11

Men outperform women in both distributive and integrative negotiations.

Accepted Answer

A) True 
 B)False

Question 12

Women may be able to minimize backlash from gender stereotyping by approaching the negotiation as "power with" rather than "power over" the other party.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following qualities is not associated with effective negotiating behavior?

Accepted Answer

A) Strong. 
B) Accommodating. 
C) Dominant. 
D) Rational. 
A) Strong. 
B) Accommodating. 
C) Dominant. 
D) Rational.

Question 14

Negotiators can learn to manage their own emotions during negotiations.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is not a situational variable that interacts to influence male versus female negotiating behavior?

Accepted Answer

A) The respective negotiators' ages. 
B) The ambiguity level of the zone of possible agreement. 
C) Whether or not the negotiating situation has guidelines. 
D) Whether or not the negotiation takes place in a work setting. 
A) The respective negotiators' ages. 
B) The ambiguity level of the zone of possible agreement. 
C) Whether or not the negotiating situation has guidelines. 
D) Whether or not the negotiation takes place in a work setting.

Question 16

What personality type(s)would you choose for a high-stakes distributive negotiation in which you care only about maximizing gains,and do not care if you preserve the relationship between negotiators? Why would you choose each one?

Accepted Answer

For a high-stakes distributive negotiati

Question 17

_______ refers to a sense of connectedness with another person.

Accepted Answer

A) Appreciation. 
B) Affiliation. 
C) Autonomy 
D) Emotion. 
A) Appreciation. 
B) Affiliation. 
C) Autonomy 
D) Emotion.

Question 18

Women are more likely than men to view events as bounded by task and structure.

Accepted Answer

A) True 
 B)False

Question 19

Negative emotions can help focus your attention on substantive matters.

Accepted Answer

A) True 
 B)False

Question 20

Small boys and girls are socialized to:

Accepted Answer

A) Be similar in their communication styles. 
B) Use different styles of communication. 
C) Solve problems through dialogue. 
D) Negotiate integratively. 
A) Be similar in their communication styles. 
B) Use different styles of communication. 
C) Solve problems through dialogue. 
D) Negotiate integratively.

__ create more value than when negotiating.

Individual difference variables________ be changed for a particular negotiation.

In what ways do negative emotions affect negotiation? How can you manage negative emotions to prevent them from derailing your negotiation goals?

Which one of the following Myers-Briggs personality types would serve your interests best in someone who is going to represent you in a distributive negotiation?

Characteristics of the situation,like the nature of the problem being negotiated and parties' relative power,affect negotiations far more than individual differences do.

According to research evidence,which pair of personality traits is a liability when negotiating distributively?

The ways in which gender affects negotiations are derived to some extent from:

_________ is both an attitudinal and personality trait.

_ may combine with ___ to determine our negotiation styles.

Negotiation styles are _ that _.

Men outperform women in both distributive and integrative negotiations.

Women may be able to minimize backlash from gender stereotyping by approaching the negotiation as "power with" rather than "power over" the other party.

Which of the following qualities is not associated with effective negotiating behavior?

Negotiators can learn to manage their own emotions during negotiations.

Which of the following is not a situational variable that interacts to influence male versus female negotiating behavior?

What personality type(s)would you choose for a high-stakes distributive negotiation in which you care only about maximizing gains,and do not care if you preserve the relationship between negotiators? Why would you choose each one?

_______ refers to a sense of connectedness with another person.

Women are more likely than men to view events as bounded by task and structure.

Negative emotions can help focus your attention on substantive matters.

Small boys and girls are socialized to:

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

Exam 11: Individual Differences

________ create more value than ______ when negotiating.

Individual difference variables________ be changed for a particular negotiation.

In what ways do negative emotions affect negotiation? How can you manage negative emotions to prevent them from derailing your negotiation goals?

Which one of the following Myers-Briggs personality types would serve your interests best in someone who is going to represent you in a distributive negotiation?

Characteristics of the situation,like the nature of the problem being negotiated and parties' relative power,affect negotiations far more than individual differences do.

According to research evidence,which pair of personality traits is a liability when negotiating distributively?

The ways in which gender affects negotiations are derived to some extent from:

_________ is both an attitudinal and personality trait.

_______ may combine with _________ to determine our negotiation styles.

Negotiation styles are _________ that _________.

Men outperform women in both distributive and integrative negotiations.

Women may be able to minimize backlash from gender stereotyping by approaching the negotiation as "power with" rather than "power over" the other party.

Which of the following qualities is not associated with effective negotiating behavior?

Negotiators can learn to manage their own emotions during negotiations.

Which of the following is not a situational variable that interacts to influence male versus female negotiating behavior?

What personality type(s)would you choose for a high-stakes distributive negotiation in which you care only about maximizing gains,and do not care if you preserve the relationship between negotiators? Why would you choose each one?

_______ refers to a sense of connectedness with another person.

Women are more likely than men to view events as bounded by task and structure.

Negative emotions can help focus your attention on substantive matters.

Small boys and girls are socialized to:

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

__ create more value than when negotiating.

_ may combine with ___ to determine our negotiation styles.

Negotiation styles are _ that _.