Deck 11: Individual Differences

Question 1

________ create more value ______ when negotiating.

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.

Answer 1

A

Question 2

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

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

Answer 2

B

Question 3

_________ is both an attitudinal and personality trait.

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

Answer 3

A

Question 4

_______ refers to a sense of connectedness with another person.

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

Question 5

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

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

Question 6

Small boys and girls are socialized to:

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

Question 7

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

Question 8

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

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 9

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

Question 10

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

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

Question 11

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

Question 12

Men outperform women in both distributive and integrative negotiations.

Question 13

Negative emotions can help focus your attention on substantive matters.

Question 14

Individual difference varia________ be changed for a particular negotiation.

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

Question 15

The Gender Expectations of the Negotiator's Opponent framework:

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 16

_______ may combine _________ to determine our negotiation styles.

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

Question 17

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?

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

Question 18

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

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

Question 19

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

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

Question 20

Negotiation styles_________ _________.

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 21

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

Question 22

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?

Question 23

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

Question 24

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

Question 25

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

Question 26

Women negotiate less frequently than men.

Question 27

Negotiators can learn to manage their own emotions during negotiations.

Question 28

People are typically quite good at recognizing emotions.