Deck 5: Individual Differences: Know Yourself and Your Counterpart

Question 1

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

Answer 1

True

Question 2

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

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

Answer 2

D

Question 3

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

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

Answer 3

C

Question 4

Research suggests activating a stereotype may motivate a person to:

A) act in a manner consistent with that stereotype.
B) pursue an accommodating approach to negotiation and act more co-operatively.
C) withdraw from negotiations due to perceived prejudice.
D) act in a manner that contradicts that stereotype.

Question 5

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

Question 6

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

Question 7

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

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

Question 8

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

Question 9

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.

Question 10

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.

Question 11

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

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

Question 12

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

Question 13

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

Question 14

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

Question 15

A pro-social orientation is a tendency to prefer:

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 16

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

A) women
B) experienced negotiators
C) inexperienced negotiators
D) men

Question 17

_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.

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

Question 18

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.

Question 19

When stereotype threat is activated:

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 20

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

Question 21

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?

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

Question 22

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

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 23

How is self-efficacy related to performance?

Question 24

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

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

Question 25

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

A) Dual concerns conflict
B) Preference dilemmas
C) Social value orientations
D) Personal ethical orientations

Question 26

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

Question 27

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

Question 28

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.

Question 29

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

Question 30

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

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

Question 31

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.

Question 32

How does researcher Julian Rotter define interpersonal trust?

Question 33

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

Question 34

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.

Question 35

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

Question 36

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

A) Emotional stability
B) Extroversion
C) Openness
D) conscientiousness

Question 37

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

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

Question 38

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

Question 39

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

A) Openness
B) Extroversion
C) Emotional stability
D) Introversion

Question 40

Cognitive ability is synonymous with:

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

Question 41

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

Question 42

How does perspective-taking ability affect negotiations?

Question 43

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

Question 44

Describe each of the "big five" personality factors.

Question 45

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

Question 46

What is meant by the term false dichotomy?

Question 47

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

Question 48

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