Question 1

When stereotype threat is activated:

Accepted Answer

A)   women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes.
B)   women do worse because of the negative stereotypes that are active, and men are not affected.
C)   women are not affected by the negative stereotypes that are active, and men do better because of the positive stereotypes.
D)   women do better because of the negative stereotypes that are active, and men do worse because of the positive stereotypes.E) A) and B)
F) All of the above

Question 2

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Accepted Answer

1. Stereotypes undermine the performance of females. When stereotype threat is activated-by telling negotiators the bargaining task is diagnostic of their overall ability as negotiators
-women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes. In contrast, when negotiators were told explicitly that the task is not diagnostic of their ability, there was no difference in performance between genders.
2. Negative stereotype effects can be overcome. Although stereotypes can undermine the perfo of female negotiators, there is also evidence that the negative stereotypes of women at the barg table can sometimes improve performance. Another part of the same study found that after explicitly mentioning that masculine traits lead to better performance, women actually performed better than men in mixed-gender negotiations. Instead of fulfilling the negative connotations of the stereotype, the women in this experiment reacted against it and began negotiating more aggressively.

Question 3

Gender differences are the least researched individual difference topic in negotiation.

Accepted Answer

A) True 
 B)False

Question 4

Compare the differing views of men and women in terms of their perception of conflict episodes.

Accepted Answer

Women were more likely to perc...

Question 5

A pro-social orientation is a tendency to prefer:

Accepted Answer

A)   a competing conflict management style.
B)   an avoidance conflict management style.
C)   an accommodating conflict management style.
D)   a collaborating conflict management style.E) All of the above
F) C) and D)

Question 6

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

Accepted Answer

A)   ignored the possibility of finding some middle ground with the other party in the negotiation.
B)   considered more outcome options for the issue being discussed.
C)   did not form their plans in strict sequential order.
D)   prepared their goals around ranges rather than fixed points.E) All of the above
F) None of the above

Question 7

Describe each of the "big five" personality factors.

Accepted Answer

Extroversion-being sociable, assertive, talkative Agreeableness-being flexible, co-operative, trusting
Conscientiousness-being responsible, organized, achievement oriented Emotional stability-being secure, confident, not anxious Openness-being imaginative, broad-minded, curious

Question 8

Describe the implications for negotiations based on a dispositional tendency to trust others.

Accepted Answer

"High trusters" believe that others will...

Question 9

Compare and contrast an egoistic orientation with a co-operative orientation.

Accepted Answer

A pro-self or egoistic orientation, mean...

Question 10

What does research evidence suggest about how men and women differ in their willingness to compete?

Accepted Answer

There is research evidence that men and ...

Question 11

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Accepted Answer

A)   Social value orientation
B)   Pro-social orientation
C)   Misguided ethics
D)   Interpersonal trustE) None of the above
F) A) and B)

Question 12

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

Accepted Answer

A)   Low Machs
B)   high Machs
C)   Zero Machs
D)   Moderate MachsE) None of the above
F) A) and B)

Question 13

What type of conflict management style is preferred by those with a pro-social orientation?

Accepted Answer

A pro-social orientation is, i...

Question 14

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

Accepted Answer

A) True 
 B)False

Question 15

How does researcher Julian Rotter define interpersonal trust?

Accepted Answer

According to research by Julian Rotter,i...

Question 16

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Accepted Answer

A)   Amoral manipulation
B)   Desire for control
C)   Desire for status
D)   DistrustE) C) and D)
F) B) and C)

Question 17

Cognitive ability is synonymous with:

Accepted Answer

A)   General intelligence
B)   Social intelligence
C)   Analytical intelligence
D)   Emotional intelligenceE) A) and B)
F) B) and D)

Question 18

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Accepted Answer

A) True 
 B)False

Question 19

A pro-social orientation can also be described as a(n) :

Accepted Answer

A)   energetic orientation
B)   co-operative orientation
C)   egoistic orientation
D)   conservative orientationE) B) and C)
F) A) and D)

Question 20

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

Accepted Answer

A) True 
 B)False  True

Exam 5: Individual Differences: Know Yourself and Your Counterpart

When stereotype threat is activated:

Correct Answer
verified

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Gender differences are the least researched individual difference topic in negotiation.

Correct Answer
verified

Compare the differing views of men and women in terms of their perception of conflict episodes.

Correct Answer
verified
Women were more likely to perc...
View Answer

A pro-social orientation is a tendency to prefer:

Correct Answer
verified

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

Correct Answer
verified

Describe each of the "big five" personality factors.

Describe the implications for negotiations based on a dispositional tendency to trust others.

Correct Answer
verified
"High trusters" believe that others will...
View Answer

Compare and contrast an egoistic orientation with a co-operative orientation.

Correct Answer
verified
A pro-self or egoistic orientation, mean...
View Answer

What does research evidence suggest about how men and women differ in their willingness to compete?

Correct Answer
verified
There is research evidence that men and ...
View Answer

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Correct Answer
verified

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

Correct Answer
verified

What type of conflict management style is preferred by those with a pro-social orientation?

Correct Answer
verified
A pro-social orientation is, i...
View Answer

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

Correct Answer
verified

How does researcher Julian Rotter define interpersonal trust?

Correct Answer
verified
According to research by Julian Rotter,i...
View Answer

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Correct Answer
verified

Cognitive ability is synonymous with:

Correct Answer
verified

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Correct Answer
verified

A pro-social orientation can also be described as a(n) :

Correct Answer
verified

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

Correct Answer
verified
True

Exam 5: Individual Differences: Know Yourself and Your Counterpart

When stereotype threat is activated:

Correct AnswerverifiedShow Answer

Summarize the two key findings of Kray, Thompson, and Galinsky, in their study on how the performance of male and female negotiators changes depending on the kinds of gender-role stereotypes that are activated in a particular situation.

Gender differences are the least researched individual difference topic in negotiation.

Correct AnswerverifiedShow Answer

Compare the differing views of men and women in terms of their perception of conflict episodes.

Correct AnswerverifiedWomen were more likely to perc...View AnswerShow Answer

A pro-social orientation is a tendency to prefer:

Correct AnswerverifiedShow Answer

All of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except:

Correct AnswerverifiedShow Answer

Describe each of the "big five" personality factors.

Describe the implications for negotiations based on a dispositional tendency to trust others.

Correct Answerverified"High trusters" believe that others will...View AnswerShow Answer

Compare and contrast an egoistic orientation with a co-operative orientation.

Correct AnswerverifiedA pro-self or egoistic orientation, mean...View AnswerShow Answer

What does research evidence suggest about how men and women differ in their willingness to compete?

Correct AnswerverifiedThere is research evidence that men and ...View AnswerShow Answer

According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms?

Correct AnswerverifiedShow Answer

According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave unaltruistically toward others, and less willing to change their convictions under social pressure?

Correct AnswerverifiedShow Answer

What type of conflict management style is preferred by those with a pro-social orientation?

Correct AnswerverifiedA pro-social orientation is, i...View AnswerShow Answer

Research has shown that women do as well as men when they are negotiating outcomes on behalf of others.

Correct AnswerverifiedShow Answer

How does researcher Julian Rotter define interpersonal trust?

Correct AnswerverifiedAccording to research by Julian Rotter,i...View AnswerShow Answer

Which conceptual element of Machiavellianism assets that high Machs are suspicious of others?

Correct AnswerverifiedShow Answer

Cognitive ability is synonymous with:

Correct AnswerverifiedShow Answer

Personality traits are sometimes referred to as dispositions, and are used interchangeably in this text.

Correct AnswerverifiedShow Answer

A pro-social orientation can also be described as a(n) :

Correct AnswerverifiedShow Answer

Not only does the research indicate that women and men perceive negotiations in different ways, but there is also evidence that women in negotiations are often treated worse than men.

Correct AnswerverifiedTrue

Correct Answer
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Correct Answer
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Correct Answer
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Women were more likely to perc...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified
"High trusters" believe that others will...
View Answer

Correct Answer
verified
A pro-self or egoistic orientation, mean...
View Answer

Correct Answer
verified
There is research evidence that men and ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A pro-social orientation is, i...
View Answer

Correct Answer
verified

Correct Answer
verified
According to research by Julian Rotter,i...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified
True