Deck 14: Individual Differences I: Gender and Negotiation

Question 1

In a review of research on gender in negotiation,Kray and Babcock argue that gender differences are most evident when negotiation is portrayed as a collaborative effort rather than a competition.

Answer 1

False

Question 2

Stereotypes enhance the performance of female negotiators.

Answer 2

False

Question 3

In negotiation,approaching the negotiation with a powerful frame of mind can lead to higher outcomes for the female negotiator who might otherwise be at a disadvantage.

Answer 3

True

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

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

Question 6

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

Question 7

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

Question 8

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

Question 9

According to Kolb and Coolidge,women are likely to see negotiation as a behavior that occurs within relationships without large divisions marking when it begins and ends.

Question 10

A study on aggressive behavior showed that females were ____________ far more severely than me for exactly the same action.

Question 11

Gender is,of course,the primary individual differences with a role in negotiation processes and outcomes.

Question 12

Much of the research places female negotiators at a disadvantage,suggesting that differences in process choices and styles,combined with the pernicious effects of stereotypes,leaves women worse off at the negotiation table.

Question 13

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 14

In the Ultimatum Game,a comparison of the minimum acceptable amounts stated by recipients shows that women demanded lower minimum offers than men.

Question 15

Males were more likely to perceive the task characteristics of conflict episodes.

Question 16

According to Kolb and Coolidge,men use dialogue to convince the other party that their position is the correct one,and to support various tactics and ploys that are used to win points during the discussion.

Question 17

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 18

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

Question 19

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

Question 20

There have been no new research developments in the areas of sex and gender in the last few years that give a clearer picture of the underlying psychology of gender in negotiation.

Question 21

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 22

What is the difference between sex and gender?

Question 23

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

Question 24

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

Question 25

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

Question 26

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

Question 27

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 28

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

Question 29

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 30

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.

Question 31

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 32

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.

Question 33

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

Question 34

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.

Question 35

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

Question 36

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 37

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 38

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 39

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

Question 40

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