Question 1

The Gender Expectations of the Negotiator's Opponent framework:

Accepted Answer

A) Suggests that men and women behave differently during negotiations because they are fundamentally different,not because their opponents expect them to. 
B) Gives women an advantage over men when negotiating. 
C) Suggests that male and female negotiators have the same expectations for their male and female opponents. 
D) Suggests that men and women behave differently during negotiations because their opponents expect them to,not because they are fundamentally different. 
A) Suggests that men and women behave differently during negotiations because they are fundamentally different,not because their opponents expect them to. 
B) Gives women an advantage over men when negotiating. 
C) Suggests that male and female negotiators have the same expectations for their male and female opponents. 
D) Suggests that men and women behave differently during negotiations because their opponents expect them to,not because they are fundamentally different.

Question 2

When negotiating,women are typically at a disadvantage compared to men,due to gender stereotyping and situational variables such as experience and structural position.

Accepted Answer

A) True 
 B)False

Question 3

People are typically quite good at recognizing emotions.

Accepted Answer

A) True 
 B)False

Question 4

In what ways are young boys and girls socialized differently? How do these differences influence men's versus women's negotiating styles?

Accepted Answer

Young boys are taught to be less verbal

Question 5

Women negotiate less frequently than men.

Accepted Answer

A) True 
 B)False

Question 6

Appreciation,affiliation and structural connection are concerns that underlie our:

Accepted Answer

A) Status. 
B) Emotions. 
C) Autonomy. 
D) Roles. 
A) Status. 
B) Emotions. 
C) Autonomy. 
D) Roles.

Question 7

Which of the following personality traits pertains to how cynical people are about others' motives?

Accepted Answer

A) Face threat sensitivity. 
B) Machiavellianism. 
C) Proself. 
D) Neuroticism. 
A) Face threat sensitivity. 
B) Machiavellianism. 
C) Proself. 
D) Neuroticism.

Question 8

People's negotiation style basically boils down to their personality type.

Accepted Answer

A) True 
 B)False

The Gender Expectations of the Negotiator's Opponent framework:

When negotiating,women are typically at a disadvantage compared to men,due to gender stereotyping and situational variables such as experience and structural position.

People are typically quite good at recognizing emotions.

In what ways are young boys and girls socialized differently? How do these differences influence men's versus women's negotiating styles?

Women negotiate less frequently than men.

Appreciation,affiliation and structural connection are concerns that underlie our:

Which of the following personality traits pertains to how cynical people are about others' motives?

People's negotiation style basically boils down to their personality type.

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

The Gender Expectations of the Negotiator's Opponent framework:

When negotiating,women are typically at a disadvantage compared to men,due to gender stereotyping and situational variables such as experience and structural position.

People are typically quite good at recognizing emotions.

In what ways are young boys and girls socialized differently? How do these differences influence men's versus women's negotiating styles?

Women negotiate less frequently than men.

Appreciation,affiliation and structural connection are concerns that underlie our:

Which of the following personality traits pertains to how cynical people are about others' motives?

People's negotiation style basically boils down to their personality type.

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