Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Which theoretical finding about the role of women in negotiations is not true?

Accepted Answer

A)   Women may place a greater emphasis on interaction goals (the interpersonal aspects of the negotiations) .
B)   Women's conceptualization of power may make them less comfortable than men with integrative versus distributive negotiation.
C)   Women were more likely to perceive conflict episodes in relationship terms.
D)   Women in negotiations are often treated worse than men during negotiations.
E)   Women using the same negotiation tactic that men used were less successful than men.F) B) and C)
G) A) and E)

Question 3

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 4

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 5

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 E)
G) A) and B)

Question 6

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) B) and D)
G) A) and B)

Question 7

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

A) True 
 B)False

Question 8

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

Accepted Answer

Past research tended to yield contradict...

Question 9

According to Kolb and Coolidge,what are the six ways that women conceptualize negotiations differently than men?

Accepted Answer

(1)Relational View of Others (Women are ...

Question 10

Stereotypes enhance the performance of female negotiators.

Accepted Answer

A) True 
 B)False

Question 11

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

A) True 
 B)False

Question 12

What did researchers find in how same-sex pairs of men and women negotiated in a low-conflict bargaining situation?

Accepted Answer

They found that men were more likely to ...

Question 13

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of

Accepted Answer

A)   female negotiators.
B)   male negotiators.
C)   both male and female negotiators.
D)   neither male nor female negotiators.
E)   Either male or female negotiators,but not during the same negotiation.F) D) and E)
G) B) and E)

Question 14

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

A) True 
 B)False

Question 15

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

A) True 
 B)False

Question 16

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) B) and C)
G) A) and D)

Question 17

What is the difference between sex and gender?

Accepted Answer

Sex refers to the biological categories ...

Question 18

What do the authors,Babcock and Laschever,argue in their recent book addressing the gender divide in negotiation?

Accepted Answer

The authors argue that,from birth,men ar...

Question 19

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 20

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

A) True 
 B)False

Exam 14: Individual Differences I: Gender and Negotiation

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

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedPast research tended to yield contradict...View AnswerShow Answer

What is the difference between sex and gender?

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

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

Correct AnswerverifiedShow Answer

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of

Correct AnswerverifiedShow Answer

Which theoretical finding about the role of women in negotiations is not true?

Correct AnswerverifiedShow Answer

What did researchers find in how same-sex pairs of men and women negotiated in a low-conflict bargaining situation?

Correct AnswerverifiedThey found that men were more likely to ...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Stereotypes enhance the performance of female negotiators.

Correct AnswerverifiedShow Answer

According to Kolb and Coolidge,what are the six ways that women conceptualize negotiations differently than men?

Correct Answerverified(1)Relational View of Others (Women are ...View AnswerShow 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

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

Correct AnswerverifiedShow Answer

What do the authors,Babcock and Laschever,argue in their recent book addressing the gender divide in negotiation?

Correct AnswerverifiedThe authors argue that,from birth,men ar...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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Past research tended to yield contradict...
View Answer

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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They found that men were more likely to ...
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(1)Relational View of Others (Women are ...
View 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 Answer
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Correct Answer
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Correct Answer
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The authors argue that,from birth,men ar...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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