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.

Accepted Answer

Kray and Babcock argue that gender differences in negotiation are most evident when negotiation is portrayed as a competition rather than a collaborative effort. Women tend to perform worse or be less aggressive in competitive negotiation contexts compared to men.

Question 2

Stereotypes enhance the performance of female negotiators.

Accepted Answer

Stereotypes can actually harm the performance of female negotiators by reinforcing negative biases and limiting their perceived power and competence. It is important to challenge and break down stereotypes in order to create a level playing field for all negotiators.

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.

Accepted Answer

Research has shown that approaching negotiations with a powerful frame of mind, such as feeling confident and in control, can help female negotiators achieve higher outcomes even when they may be perceived as being at a disadvantage due to gender stereotypes.

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.

Accepted Answer

The answer of The term ____________ refers to the biological...

Question 5

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

Accepted Answer

The answer of Watson and Kasten found that women managers...

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.

Accepted Answer

The answer of Empirical research would suggest that men and...

Question 7

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

Accepted Answer

The answer of Sex differences in negotiation performance have been...

Question 8

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

Accepted Answer

The answer of The search for gender ____________ is the...

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.

Accepted Answer

Kolb and Coolidge's research suggests that women tend to view negotiation as an ongoing process that happens within relationships rather than a distinct event with clear beginnings and endings.

Question 10

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

Accepted Answer

The answer of A study on aggressive behavior showed that...

Question 11

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

Accepted Answer

Gender can influence negotiation processes and outcomes, but it is not the primary individual difference; factors such as personality, negotiation style, cultural background, and emotional intelligence also play significant roles.

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.

Accepted Answer

Research has shown that female negotiators often face challenges due to gender stereotypes and differences in negotiation styles, putting them at a disadvantage compared to male negotiators.

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.

Accepted Answer

The answer of According to Kolb and Coolidge,women are more...

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.

Accepted Answer

Studies on the Ultimatum Game have shown mixed results regarding gender differences, with some finding no significant difference in the minimum acceptable offers between men and women, while others suggest variations might exist due to contextual or cultural factors rather than gender alone.

Question 15

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

Accepted Answer

Several studies have shown that males are more likely to perceive the task characteristics, such as goals and objectives, of conflict episodes, while females are more likely to perceive the relationship characteristics, such as emotions and communication patterns.

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.

Accepted Answer

According to Kolb and Coolidge, men tend to use dialogue to support their own viewpoint and to gain points during 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.

Accepted Answer

The answer of In the study comparing the behavior of...

Question 18

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

Accepted Answer

The answer of Women may place a ____________ emphasis on...

Question 19

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

Accepted Answer

The answer of Gerhart and Rynes found that males received...

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.

Accepted Answer

There have been numerous research developments in the areas of sex and gender in recent years, enhancing our understanding of the underlying psychology of gender in negotiation, including how societal norms and individual identity impact negotiation strategies and outcomes.

Quiz 14: Individual Differences I: Gender and Negotiation