Question 1

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

Accepted Answer

In a study of MBA graduates, Gerhart and...

Question 2

According to Kolb and Coolidge, during a negotiation men tend to

Accepted Answer

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.F) A) and B)
G) A) and C)

Question 3

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 4

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

Accepted Answer

Having a powerful mind-set can be an imp...

Question 5

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

sex, gender

Question 6

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

Accepted Answer

a recent study by Kray, Reb, Galinsky, a...

Question 7

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...

Question 8

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

Accepted Answer

Results showed that both male ...

Question 9

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

Accepted Answer

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.F) D) and E)
G) A) and B)

Question 10

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

Accepted Answer

Past research tended to yield contradictory findings; some research suggests that there is little or no difference between male and female negotiators, while other research documents significant differences between male and female negotiators.

Question 11

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

Accepted Answer

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.F) B) and D)
G) C) and D)

Question 12

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

Accepted Answer

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.F) A) and B)
G) A) and E)

Question 13

Women tend to fare worse on salary negotiations because:

Accepted Answer

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.F) A) and D)
G) C) and D) C

Question 14

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 15

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 16

What is the difference between sex and gender?

Accepted Answer

Sex refers to the biological categories ...

Question 17

A study on aggressive behavior showed that females were ____________ times less likely to be hired when aggressive.

Accepted Answer

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

Question 18

Research on gender characteristics in negotiation

Accepted Answer

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.F) A) and B)
G) A) and C)

Question 19

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 20

Identify the one result from among the following empirical findings on gender differences that is not true.

Accepted Answer

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.F) C) and E)
G) A) and C)

Exam 14: Individual Differences I: Gender and Negotiation

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

Correct AnswerverifiedIn a study of MBA graduates, Gerhart and...View AnswerShow Answer

According to Kolb and Coolidge, during a negotiation men tend to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedHaving a powerful mind-set can be an imp...View AnswerShow Answer

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.

Correct Answerverifiedsex, gender

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

Correct Answerverifieda recent study by Kray, Reb, Galinsky, a...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedResults showed that both male ...View AnswerShow Answer

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedPast research tended to yield contradictory findings; some research suggests that there is little or no difference between male and female negotiators, while other research documents significant differences between male and female negotiators.

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Women tend to fare worse on salary negotiations because:

Correct AnswerverifiedC

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

What is the difference between sex and gender?

Correct AnswerverifiedSex refers to the biological categories ...View AnswerShow Answer

A study on aggressive behavior showed that females were ____________ times less likely to be hired when aggressive.

Correct AnswerverifiedShow Answer

Research on gender characteristics in negotiation

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Identify the one result from among the following empirical findings on gender differences that is not true.

Correct AnswerverifiedShow Answer

Correct Answer
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In a study of MBA graduates, Gerhart and...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Having a powerful mind-set can be an imp...
View Answer

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.

Correct Answer
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sex, gender

Correct Answer
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a recent study by Kray, Reb, Galinsky, a...
View Answer

Correct Answer
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Correct Answer
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Results showed that both male ...
View Answer

Correct Answer
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Correct Answer
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Past research tended to yield contradictory findings; some research suggests that there is little or no difference between male and female negotiators, while other research documents significant differences between male and female negotiators.

Correct Answer
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Correct Answer
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C

Correct Answer
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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.

Correct Answer
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Correct Answer
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Sex refers to the biological categories ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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