Question 1

Men and women negotiate differently.

Accepted Answer

The answer of Men and women negotiate differently....

Question 2

How might personality affect the negotiation process?

Accepted Answer

The answer of How might personality affect the negotiation process?...

Question 3

The negotiating parties' personality traits play a huge role in the negotiation process so much so that they directly impact the bargaining process and negotiation outcomes.

Accepted Answer

The answer of The negotiating parties' personality traits play a...

Question 4

How might gender affect the negotiation process?

Accepted Answer

The answer of How might gender affect the negotiation process?...

Question 5

With respect to integrative negotiations,positive moods and emotions appear to lead to higher joint outcomes.

Accepted Answer

Research has shown that positive moods and emotions lead to better communication, more creative solutions, and greater willingness to collaborate in integrative negotiations, ultimately leading to higher joint outcomes.

Question 6

The major advantage of mediation over arbitration is that it always results in a settlement.

Accepted Answer

While mediation can often result in a settlement, it is not a guarantee. The mediator's role is to facilitate communication and help the parties come to a resolution, but ultimately it is up to the parties to agree on a settlement. In arbitration, the arbitrator makes a binding decision that the parties must abide by.

Question 7

Women are more likely to engage in assertive negotiation when they are bargaining on behalf of someone else than when they are bargaining on
their own behalf.

Accepted Answer

Studies have shown that women tend to negotiate more assertively when they are advocating on behalf of others than when they negotiate for themselves. This may be because women are socialized to prioritize the needs of others over their own, and it is easier for them to be more assertive when they are fighting for the interests of someone else.

Question 8

To be a successful distributive bargainer,one must make an aggressive first offer.

Accepted Answer

An aggressive first offer can set the anchor point in negotiations, potentially leading to a more favorable outcome for the person making the offer.

Question 9

________ typically act as more than mere communication conduits.They also engage in fact-finding,interpreting messages and persuading disputants to develop agreements.

Accepted Answer

The answer of ________ typically act as more than mere...

Question 10

In third-party negotiations,a neutral third party who facilitates a negotiated solution by using reasoning,persuasion and suggestions is known as a(n):

Accepted Answer

A mediator is a neutral third party who assists parties in reaching a negotiated solution by facilitating communication, encouraging compromise, and making suggestions. They do not exercise any decision-making authority, but rather assist the parties in reaching a mutually acceptable outcome. Compared to an arbitrator who makes a binding decision, or a consultant who provides advice but does not actively participate in the negotiation, a mediator has the most potential to facilitate a collaborative process in which both parties feel heard and satisfied with the outcome.

Question 11

Playbill,Inc.representatives understand Chinese culture and norms.During negotiations with an angry Chinese counterpart,Playbill,Inc.representatives understand that Chinese negotiators are more likely to:

Accepted Answer

The answer of Playbill,Inc.representatives understand Chinese culture and norms.During negotiations...

Question 12

Women are more cooperative and pleasant in negotiations than are men.

Accepted Answer

Research shows that cooperation and pleasantness in negotiations are influenced by individual personality traits and situational factors rather than gender alone.

Question 13

Extraverted negotiators are usually on the winning end of negotiations involving distributive bargaining.

Accepted Answer

While extraverted negotiators may have an advantage in negotiations involving integrative bargaining, which emphasizes creating value for both parties, no personality trait has been consistently shown to lead to success in distributive bargaining, which emphasizes dividing a fixed pie of resources. Success in distributive bargaining often depends on factors such as preparation, information asymmetry, power dynamics, and skillful use of tactics.

Question 14

Even when their performance and outcomes are on par with that of male counterparts,women in management positions are less confident entering into negotiations and are often displeased with their overall negotiation performance.

Accepted Answer

Research studies have shown that women in management positions tend to have lower levels of confidence when entering into negotiations and are less satisfied with their overall negotiation performance, even when their actual outcomes are comparable to those of male counterparts.

Question 15

A third party to a negotiator who has the authority to dictate an agreement is a mediator.

Accepted Answer

A mediator is a neutral third party who facilitates communication and negotiation between parties but does not have the authority to dictate an agreement.

Question 16

In third-party negotiations,a third party who provides an informal communication link between the negotiator and the opponent is known as a(n):

Accepted Answer

A conciliator acts as an informal communication link between the negotiating parties, helping them to reach a settlement by improving communications, interpreting messages, and encouraging each side to compromise or agree on certain points. Unlike arbitrators or mediators, conciliators typically play a more passive role in the negotiation process.

Question 17

A neutral third party who facilitates a negotiated solution by using reasoning,persuasion and suggestions for alternatives is a mediator.

Accepted Answer

This statement is true. A mediator is a neutral third party who helps to facilitate a negotiated solution by using various techniques such as reasoning, persuasion, and suggestions for alternatives. The mediator does not make any decisions for the parties, but rather helps them to come to an agreement on their own terms.

Question 18

Playbill,Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.The actors and actresses have joined together to ask Playbill for higher salaries. Which of the following statements is FALSE concerning gender differences in negotiations?

Accepted Answer

While gender differences in negotiation exist, the statement that women are more cooperative, pleasant, and relationship-oriented is a stereotype and does not apply universally to all women. There are also men who display these traits in negotiations, and thus the statement is false.

Question 19

In third-party negotiations,a third party with the authority to dictate an agreement is known as a(n):

Accepted Answer

An arbitrator is a third party who has the authority to dictate an agreement. Conciliators and mediators facilitate negotiations but do not have the authority to dictate an agreement. Consultants provide advice and guidance but do not necessarily have any authority in the negotiation process.

Question 20

The major advantage of ________ is that it always results in a settlement.

Accepted Answer

Arbitration always results in a settlement, as the decision made by the arbitrator(s) is binding and final. Mediation and conciliation require the agreement of both parties to come to a settlement, and consultancy is simply providing advice rather than facilitating a settlement.

Quiz 13: Conflict and Negotiation