Question 1

Rackham's study found that during pre-negotiation planning,superior negotiators

Accepted Answer

A)   considered a sole outcome option for the issue being discussed,and held firm to this ultimatum throughout the negotiation.
B)   spent very little time looking for areas of common ground.
C)   focused on the short-term consequences of different issues.
D)   prepared their goals around fixed points.
E)   None of the above.

Question 2

Fry found that high Mach negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Accepted Answer

A) True 
 B)False  True

Question 3

Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?

Accepted Answer

A)   the degree of assertiveness and the degree of competitiveness
B)   the degree of aggressiveness and the degree of competitiveness
C)   the degree of aggressiveness and the degree of cooperativeness
D)   the degree of assertiveness and the degree of cooperativeness
E)   None of the above state Thomas' two personality dimensions. D

Question 4

___________________ negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Accepted Answer

The answer of ___________________ negotiators did not change their negotiation...

Question 5

The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her ___________________,and the degree of concern shown for the __________________.

Accepted Answer

own outcom...

Question 6

What differences between the behaviors of expert and amateur negotiators have been documented in studies by Neale and Northcraft and by Thompson?

Accepted Answer

Neale and Northcraft found that while bo...

Question 7

The compromising style is low on both assertiveness and cooperativeness as identified by Thomas' research.

Accepted Answer

A) True 
 B)False

Question 8

The extent to which people perceive that they have control over events that occur is called

Accepted Answer

A)   self monitoring.
B)   locus of control.
C)   Machiavellianism.
D)   the negotiator's degree of assertiveness.
E)   None of the above describes the extent to which people perceive that they have control over events that occur.

Question 9

According to researchers on perspective-taking ability,negotiators who understand the other party's perspective will be more likely to

Accepted Answer

A)   form arguments that are convincing to the other party.
B)   maintain a distributive stance throughout the entire negotiation.
C)   develop high levels of trust with the other party.
D)   use Machiavellianism as a tool to achieve more power in the negotiation.
E)   Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.

Question 10

Self-efficacy

Accepted Answer

A)   is a perception of the extent to which external circumstances control the negotiation.
B)   refers to the extent to which people perceive that they have control over events which occur.
C)   is the negotiator's capacity to understand the other party's point of view during a negotiation.
D)   is considered to be a judgment about one's ability to behave effectively in a given situation.
E)   None of the above describes self-efficacy.

Question 11

Ford found a tendency for teams composed of persons with a high internal locus of control to be more likely to ____________ during negotiations.

Accepted Answer

The answer of Ford found a tendency for teams composed...

Question 12

According to Jordan and Roloff,high self-monitors achieve outcomes with higher percentages of their goals than do low self-monitors.

Accepted Answer

A) True 
 B)False

Question 13

The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves.

Accepted Answer

A) True 
 B)False

Question 14

What is the implicit assumption underlying research into the behavioral approach?

Accepted Answer

Negotiators who can understand...

Question 15

The ____________ style is low on both assertiveness and cooperativeness according to Thomas' research.

Accepted Answer

The answer of The ____________ style is low on both...

Question 16

Rackham's study found that during face-to-face-bargaining,superior negotiators

Accepted Answer

A)   made fewer immediate counterproposals.
B)   frequently used defend-attack cycles.
C)   avoided behavioral labeling.
D)   asked few questions.
E)   None of the above.

Question 17

With respect to distributive bargaining (a price negotiation simulation),Barry and Friedman found that negotiators higher in extraversion and agreeableness were more likely to do ____________ for themselves.

Accepted Answer

worse

Question 18

One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.

Accepted Answer

A) True 
 B)False

Question 19

Neale and Bazerman found that negotiators with higher perspective taking ability successfully negotiated contracts of higher value that did negotiators with lower perspective taking ability.

Accepted Answer

A) True 
 B)False

Question 20

How do scholars feel about the overall importance of dispositions?

Accepted Answer

Although it seems like an obvious and in...

Exam 15: Individual Differences II: Personality and Abilities

Rackham's study found that during pre-negotiation planning,superior negotiators

Correct AnswerverifiedShow Answer

Fry found that high Mach negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Correct AnswerverifiedTrue

Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?

Correct AnswerverifiedD

___________________ negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

Correct AnswerverifiedShow Answer

The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her ___________________,and the degree of concern shown for the __________________.

Correct Answerverifiedown outcom...View AnswerShow Answer

What differences between the behaviors of expert and amateur negotiators have been documented in studies by Neale and Northcraft and by Thompson?

Correct AnswerverifiedNeale and Northcraft found that while bo...View AnswerShow Answer

The compromising style is low on both assertiveness and cooperativeness as identified by Thomas' research.

Correct AnswerverifiedShow Answer

The extent to which people perceive that they have control over events that occur is called

Correct AnswerverifiedShow Answer

According to researchers on perspective-taking ability,negotiators who understand the other party's perspective will be more likely to

Correct AnswerverifiedShow Answer

Self-efficacy

Correct AnswerverifiedShow Answer

Ford found a tendency for teams composed of persons with a high internal locus of control to be more likely to ____________ during negotiations.

Correct AnswerverifiedShow Answer

According to Jordan and Roloff,high self-monitors achieve outcomes with higher percentages of their goals than do low self-monitors.

Correct AnswerverifiedShow Answer

The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves.

Correct AnswerverifiedShow Answer

What is the implicit assumption underlying research into the behavioral approach?

Correct AnswerverifiedNegotiators who can understand...View AnswerShow Answer

The ____________ style is low on both assertiveness and cooperativeness according to Thomas' research.

Correct AnswerverifiedShow Answer

Rackham's study found that during face-to-face-bargaining,superior negotiators

Correct AnswerverifiedShow Answer

With respect to distributive bargaining (a price negotiation simulation),Barry and Friedman found that negotiators higher in extraversion and agreeableness were more likely to do ____________ for themselves.

Correct Answerverifiedworse

One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.

Correct AnswerverifiedShow Answer

Neale and Bazerman found that negotiators with higher perspective taking ability successfully negotiated contracts of higher value that did negotiators with lower perspective taking ability.

Correct AnswerverifiedShow Answer

How do scholars feel about the overall importance of dispositions?

Correct AnswerverifiedAlthough it seems like an obvious and in...View AnswerShow Answer

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True

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D

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The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her _,and the degree of concern shown for the .

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Neale and Northcraft found that while bo...
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Negotiators who can understand...
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worse

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Although it seems like an obvious and in...
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