Deck 14: Individual Differences I: Gender and Negotiation

Question 1

Which theoretical finding about the role of women in negotiations is not true?

A) Women may place a greater emphasis on interaction goals (the interpersonal aspects of the negotiations).
B) Women's conceptualization of power may make them less comfortable than men with integrative versus distributive negotiation.
C) Women were more likely to perceive conflict episodes in relationship terms.
D) Women in negotiations are often treated worse than men during negotiations.
E) Women using the same negotiation tactic that men used were less successful than men.

Answer 1

B

Question 2

According to Kolb and Coolidge, during a negotiation men tend to

A) demarcate negotiating from other behaviors that occur in the relationship.
B) perceive negotiation as part of the larger context within which it takes place.
C) seek empowerment when there is interaction among all parties in the relationship.
D) to engage the other in a joint exploration of ideas.
E) None of the above.

Answer 2

A

Question 3

There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in

A) being treated differently before and during negotiations than men.
B) receiving worse opening offers from the other party.
C) receiving worse outcomes in similar negotiations than males.
D) being penalized when they use the same negotiation tactic that males use successfully.
E) All of the above.

Answer 3

E

Question 4

The term ____________ refers to the biological categories of male and female, and the term ____________ refers to the culture and psychological aspects associated with each category.

Question 5

Research on gender characteristics in negotiation

A) has shown a strength in the use of sex as the independent variable.
B) has yielded consistent findings to document significant differences between male and female negotiators.
C) has found there are differences in how males and females negotiate, but these differences are difficult to detect.
D) has a generalized influence on the dependent variables in a negotiation.
E) All of the above are results of research on gender characteristics in negotiation.

Question 6

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

A) Women are more aware of the complete relationship among the parties who are negotiating and are more likely to perceive negotiation as part of the larger context within which it takes place than to focus only on the content of the issues being discussed.
B) Women tend not to draw strict boundaries between negotiating and other aspects of their relationships with other people but instead see negotiation as a behavior that occurs within relationships without large divisions marking when it begins and ends.
C) Men can be characterized as using power to achieve their own goals, or to force the other party to capitulate to their point of view.
D) Men use dialogue in two ways: (a) to convince the other party that their position is the correct one and (b) to support various tactics and ploys that are used to win points during the discussion.
E) Negative stereotypes about female bargainers do not shape expectations and behaviors by both men and women at the negotiating table.

Question 7

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of

A) female negotiators.
B) male negotiators.
C) both male and female negotiators.
D) neither male nor female negotiators.
E) Either male or female negotiators, but not during the same negotiation.

Question 8

Empirical research would suggest that men and women conceive of ____________ in different ways, communicate differently in negotiation, and are treated differently in negotiation

Question 9

According to Kolb and Coolidge, during a negotiation women tend to

A) use dialogue to convince the other party that their position is correct.
B) demarcate negotiating from other behaviors that occur in the relationship.
C) seek empowerment when there is interaction among all parties in the relationship.
D) use power to achieve their own goals.
E) All of the above.

Question 10

Women tend to fare worse on salary negotiations because:

A) they tend to ask for higher salaries during interviews.
B) they tend to accept what is offered them.
C) they tend to not ask for more.
D) they tend to anticipate a hypothetical salary.
E) they tend to become overly involved with salary negotiations.

Question 11

Sex differences in negotiation performance have been found to result from gender ____________ about male and female ability and behavior.

Question 12

Watson and Kasten found that women managers perceived male behavior as more ____________ than men did.

Question 13

The search for gender ____________ is the most researched individual difference topic in negotiation.

Question 14

A study on aggressive behavior showed that females were ____________ times less likely to be hired when aggressive.

Question 15

Identify the one result from among the following empirical findings on gender differences that is not true.

A) Men and women conceive of negotiations in different ways.
B) Men and women communicate differently in negotiation.
C) Men and women are treated similarly in negotiation.
D) Men and women can use the same tactics to different effects.
E) Men and women stereotypes affect negotiator performance.

Question 16

Women may place a ____________ emphasis on interaction goals (the interpersonal aspects of the negotiations) than men.

Question 17

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

A) Motivational interventions.
B) Situational interventions.
C) Cognitive Interventions.
D) None of the above interventions can help rectify the disparity.
E) All of the above contribute to reducing the constraints.

Question 18

In the study comparing the behavior of men and women in the "ultimatum game" the moral of the story seems to be that negotiators often harbor and act upon questionable assumptions that women will ____________ less and ____________ more.

Question 19

According to Kolb and Coolidge, women are more likely to seek ____________ where there is interaction among all parties in the relationship to build connection and enhance everyone's power.

Question 20

Gerhart and Rynes found that males received a ____________ monetary payoff for bargaining their salary than did females.

Question 21

What did Robin Pinkley find when she explored how disputants interpret, or "frame," conflict situations?

Question 22

Men and women may receive different treatment and outcomes during negotiations according to research on salary negotiations. Explain the differences.

Question 23

Does an activated stereotype matter more than the actual gender of the negotiator.

Question 24

What role does mind-set play as a tool in negotiation for the different sexes?

Question 25

What did researchers find in how same-sex pairs of men and women negotiated in a low-conflict bargaining situation?

Question 26

What is the difference between sex and gender?

Question 27

According to Kolb and Coolidge, what are the six ways that women conceptualize negotiations differently than men?

Question 28

What has past research tended to find in the search for gender differences?

Question 29

What do the authors, Babcock and Laschever, argue in their recent book addressing the gender divide in negotiation?

Question 30

What did Bowles and colleagues find out after investigating reactions to males and females who negotiate with aggressive tactics in a job interview situation?