Deck 19: Using Your Personal Negotiating Power

Question 1

The psychological theory that focuses on cognitive processes at work in assessing validity of information perceived is referred to as:

A) Jungian psychology.
B) Social learning theory.
C) General attribution theory.
D) None of the above.

Answer 1

C

Question 2

In selecting or assessing the cause or reason for a message, or making an attribution, we assess which of the factors below according to attribution theory?

A) Truth, veracity, and reputation of the sender.
B) Consensus, consistency, and demeanor.
C) Culture, consensus, and consistency.
D) Consensus, consistency, and distinctiveness.

Answer 2

D

Question 3

Which of the following would lead one to make an external attribution?

A) High consensus and high consistency.
B) High consistency alone.
C) High consistency, low consensus, high distinctiveness.
D) High consistency, low consensus, low distinctiveness.

Answer 3

A&C

Question 4

Which of the following affect one's perception?

A) Culture.
B) Personality.
C) Our beliefs.
D) All of the above.

Question 5

Which of the following statements are consistent with general attribution theory?

A) People do not care about the reasons for words or behavior.
B) People seek validity in messages in order to form valid attitudes.
C) People tend to place more validity on messages that are motivated solely by the personality or personal agenda of the person sending the message.
D) The cognitive process of evaluating messages may be quite unconscious and automatic.

Question 6

The phenomenon of attributing cause of others' messages and behaviors to internal sources while attributing the cause of our own negative messages or behaviors to external causes is referred to as:

A) Symbolic interactionism.
B) Social judgment theory.
C) The self-serving bias.
D) Machiavellianism.

Question 7

An introverted attitude and an intuiting preference impact perception in which of the following ways?

A) An introverted attitude seeks concrete and external matters.
B) An extroverted attitude seeks concrete and external matters.
C) An extrovert and sensor seek to build pragmatic frameworks.
D) An introvert and intuitor seek to build conceptual frameworks.

Question 8

One's preference for extroversion or introversion affects perception; because,

A) Extroverts are usually also sensors.
B) Extroverts ask more questions that help them perceive accurately.
C) Extroversion and introversion may be considered as the framework for an individual's cognitive structures.
D) Extroversion and introversion may be considered attitudes toward the world.

Question 9

Which statement or statements below describe the fundamental attributional error?

A) We tend to ignore external causes in attributing motives to others.
B) We tend to attribute facets of the circumstances or situation to personal characteristics of the other person.
C) We judge ourselves more kindly than we judge others.
D) The fundamental attributional error may exemplify itself in our negative assessment of another or negative attitude toward another.

Question 10

All of the statements below are true, except:

A) We use cognitive structures to assign meaning to our existence.
B) We attribute psychological processes to other human beings.
C) We presume that others perceive very differently than we do.
D) We infer attitudes and intentions to others.