Deck 15: Individual Differences II: Personality and Abilities

Question 1

The ____________ style is low on both assertiveness and cooperativeness according to Thomas' research.

Answer 1

avoiding

Question 2

Neale and Northcraft found that experts were more ____________ at the beginning of the negotiations than were amateurs.

Answer 2

integrative

Question 3

Ford found a tendency for teams composed of persons with a high internal locus of control to be more likely to ____________ during negotiations.

Answer 3

stalemate

Question 4

The compromising style is low on both assertiveness and cooperativeness as identified by Thomas' research.

Question 5

Rackham defines locus of control as the extent to which people perceive that they have control over events that occur.

Question 6

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

Question 7

____________ is considered to be a judgment about one's ability to behave effectively in a given situation.

Question 8

Thomas suggests that individuals high in a competitive style would be more likely to be task oriented,creative,and capable of dealing with complexity.

Question 9

The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.

Question 10

According to Rotter,those who attribute the cause of events to external reasons have a high internal locus of control while those that attribute the cause of events to internal reasons have a high external locus of control.

Question 11

Research into personality and negotiation offers ample evidence that personality traits are sufficiently stable and can be as predictive of important behaviors as situations.In short,dispositions and situations both matter.

Question 12

One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.

Question 13

Gist,Stevens and Bavetta suggest that people higher in self-efficacy were more likely to set ____________ goals before a negotiation.

Question 14

As identified by Thomas' research,the ____________ style is high on assertiveness and cooperativeness.

Question 15

___________________ negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Question 16

According to Thomas,the degree of ____________ is the degree of concern a party shows toward working with the other party to achieve mutual goals.

Question 17

With respect to distributive bargaining (a price negotiation simulation),Barry and Friedman found that negotiators higher in extraversion and agreeableness were more likely to do ____________ for themselves.

Question 18

According to Thomas,the degree of cooperativeness is the degree of concern that a conflicting party maintains for one's own preferred solutions or outcomes.

Question 19

The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her ___________________,and the degree of concern shown for the __________________.

Question 20

Individuals high in a competing style are higher in risk taking.

Question 21

The extent to which people perceive that they have control over events that occur is called

A) self monitoring.
B) locus of control.
C) Machiavellianism.
D) the negotiator's degree of assertiveness.
E) None of the above describes the extent to which people perceive that they have control over events that occur.

Question 22

Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?

A) the degree of assertiveness and the degree of competitiveness
B) the degree of aggressiveness and the degree of competitiveness
C) the degree of aggressiveness and the degree of cooperativeness
D) the degree of assertiveness and the degree of cooperativeness
E) None of the above state Thomas' two personality dimensions.

Question 23

What are the five major conflict management styles that Thomas' research identified?

Question 24

Prosocials

A) have a preference for outcomes that benefit both self and others with whom they are interdependent.
B) are more oriented toward problem solving.
C) achieve more integrative outcomes than pro-self negotiators.
D) are more oriented toward reciprocal cooperation.
E) All of the above

Question 25

Self-monitoring

A) refers to the extent to which people are responsive to the social cues that come from the social environment.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is considered to be a judgment about one's ability to behave effectively in a given situation.
D) is the negotiator's capacity to understand the other party's point of view during a negotiation.
E) None of the above describes self monitoring.

Question 26

Self-efficacy

A) is a perception of the extent to which external circumstances control the negotiation.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is the negotiator's capacity to understand the other party's point of view during a negotiation.
D) is considered to be a judgment about one's ability to behave effectively in a given situation.
E) None of the above describes self-efficacy.

Question 27

How do scholars feel about the overall importance of dispositions?

Question 28

How and what does current research study indicate on how background,demographics and personalities of individuals factor in negotiations?

Question 29

Rackham's study found that during face-to-face-bargaining,superior negotiators

A) made fewer immediate counterproposals.
B) frequently used defend-attack cycles.
C) avoided behavioral labeling.
D) asked few questions.
E) None of the above.

Question 30

According to researchers on perspective-taking ability,negotiators who understand the other party's perspective will be more likely to

A) form arguments that are convincing to the other party.
B) maintain a distributive stance throughout the entire negotiation.
C) develop high levels of trust with the other party.
D) use Machiavellianism as a tool to achieve more power in the negotiation.
E) Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.

Question 31

Neale and Bazerman found that negotiators with higher perspective taking ability successfully negotiated contracts of higher value that did negotiators with lower perspective taking ability.

Question 32

Fry found that high Mach negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Question 33

The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves.

Question 34

Research by Fry suggests that

A) low Machs do better than high Machs in distributive negotiation.
B) high Mach's change their negotiation style as a function of the Machiavellianism of the other negotiator.
C) low Mach negotiators do not change their negotiation style as a function of the other party's Machiavellianism.
D) when negotiating with a high Mach other party,low Mach negotiators make fewer offers and are less effective negotiators than when negotiating with low Machs.
E) Fry's research suggests all of the above.

Question 35

Define "interpersonal trust."

Question 36

Rackham's study found that during pre-negotiation planning,superior negotiators

A) considered a sole outcome option for the issue being discussed,and held firm to this ultimatum throughout the negotiation.
B) spent very little time looking for areas of common ground.
C) focused on the short-term consequences of different issues.
D) prepared their goals around fixed points.
E) None of the above.

Question 37

In experiments by Christie and Geis,high Machs

A) attempted significantly more manipulative behaviors than low Machs.
B) initially tried harder to persuade the confederate not to cheat.
C) were constantly sought after by others to be in coalitions.
D) tended to become more exploitative over time.
E) All of the above describe the behavior of high Machs.

Question 38

As identified by Thomas' research,the accommodating style is

A) high on assertiveness and low on cooperativeness.
B) low on assertiveness and high on cooperativeness.
C) high on assertiveness and high on cooperativeness.
D) low on assertiveness and low on cooperativeness.
E) None of the above describes the accommodating style.

Question 39

According to Jordan and Roloff,high self-monitors achieve outcomes with higher percentages of their goals than do low self-monitors.

Question 40

What results were found in studies conducted on perspective-taking ability?

A) Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability.
B) Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator.
C) Perspective takers are better able to uncover the underlying interests shared by two parties,and to come to more creative solutions.
D) The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes.
E) None of the above results about perspective-taking ability were found to be accurate.

Question 41

In research on the behavioral approach,what is the disadvantage of using laboratory simulations?

Question 42

What is the difference between high self-monitors and low self-monitors?

Question 43

What is the difference between external locus of control and internal locus of control?

Question 44

What is the implicit assumption underlying research into the behavioral approach?

Question 45

According to Rotter's research how is interpersonal trust determined by the experiences that individuals have in dealing with others?

Question 46

What differences between the behaviors of expert and amateur negotiators have been documented in studies by Neale and Northcraft and by Thompson?

Question 47

Neale and Northcraft define perspective-taking ability as:

Question 48

List characteristics of Machiavellianism.