Which of the following statements is true regarding the effect of emotion and gender on negotiation?
A) Positive moods and emotions negatively affect integrative agreements.
B) Men and women negotiate differently.
C) Women have been found to negotiate better outcomes than men.
D) During negotiation, displaying anger leads to better outcomes for those who are in a less powerful position.
E) Research shows that women are penalized when they initiate negotiations.

Question

Quizplus · Accepted Answer

E) The belief that women are "nicer" than men in negotiations is probably due to a confusion between gender and the lower degree of power women typically hold in most large organizations. Because women are expected to be "nice" and men "tough," research shows women are penalized when they initiate negotiations.

Which of the Following Statements Is True Regarding the Effect