Question 1

Rackham defines locus of control as the extent to which people perceive that they have control over events that occur.

Accepted Answer

A) True 
 B)False

Question 2

Research into personality and negotiation offers ample evidence that personality traits are sufficiently stable and can be as predictive of important behaviors as situations.In short,dispositions and situations both matter.

Accepted Answer

A) True 
 B)False

Question 3

As identified by Thomas' research,the accommodating style is

Accepted Answer

A)  high on assertiveness and low on cooperativeness. 
B)  low on assertiveness and high on cooperativeness. 
C)  high on assertiveness and high on cooperativeness. 
D)  low on assertiveness and low on cooperativeness. 
E)  None of the above describes the accommodating style. 
A)  high on assertiveness and low on cooperativeness. 
B)  low on assertiveness and high on cooperativeness. 
C)  high on assertiveness and high on cooperativeness. 
D)  low on assertiveness and low on cooperativeness. 
E)  None of the above describes the accommodating style.

Question 4

What is the difference between high self-monitors and low self-monitors?

Accepted Answer

High self-monitors are attentive to exte

Question 5

In experiments by Christie and Geis,high Machs

Accepted Answer

A)  attempted significantly more manipulative behaviors than low Machs. 
B)  initially tried harder to persuade the confederate not to cheat. 
C)  were constantly sought after by others to be in coalitions. 
D)  tended to become more exploitative over time. 
E)  All of the above describe the behavior of high Machs. 
A)  attempted significantly more manipulative behaviors than low Machs. 
B)  initially tried harder to persuade the confederate not to cheat. 
C)  were constantly sought after by others to be in coalitions. 
D)  tended to become more exploitative over time. 
E)  All of the above describe the behavior of high Machs.

Question 6

____________________ orientations are preferences that people have regarding the kinds of outcomes they prefer in social settings where interdependence with others is present.

Accepted Answer

The answer of ____________________ orientations are preferences that people have...

Question 7

According to Rotter,those who attribute the cause of events to external reasons have a high internal locus of control while those that attribute the cause of events to internal reasons have a high external locus of control.

Accepted Answer

A) True 
 B)False

Question 8

In research on the behavioral approach,what is the disadvantage of using laboratory simulations?

Accepted Answer

Participant observation may change the p

Question 9

What results were found in studies conducted on perspective-taking ability?

Accepted Answer

A)  Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability. 
B)  Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator. 
C)  Perspective takers are better able to uncover the underlying interests shared by two parties,and to come to more creative solutions. 
D)  The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes. 
E)  None of the above results about perspective-taking ability were found to be accurate. 
A)  Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability. 
B)  Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator. 
C)  Perspective takers are better able to uncover the underlying interests shared by two parties,and to come to more creative solutions. 
D)  The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes. 
E)  None of the above results about perspective-taking ability were found to be accurate.

Question 10

Individuals high in a competing style are higher in risk taking.

Accepted Answer

A) True 
 B)False

Question 11

What are the five major conflict management styles that Thomas' research identified?

Accepted Answer

Competing,accommodat

Question 12

Neale and Northcraft define perspective-taking ability as:

Accepted Answer

A negotiator's capacity to und

Question 13

Prosocials

Accepted Answer

A)  have a preference for outcomes that benefit both self and others with whom they are interdependent. 
B)  are more oriented toward problem solving. 
C)  achieve more integrative outcomes than pro-self negotiators. 
D)  are more oriented toward reciprocal cooperation. 
E)  All of the above 
A)  have a preference for outcomes that benefit both self and others with whom they are interdependent. 
B)  are more oriented toward problem solving. 
C)  achieve more integrative outcomes than pro-self negotiators. 
D)  are more oriented toward reciprocal cooperation. 
E)  All of the above

Question 14

____________ is considered to be a judgment about one's ability to behave effectively in a given situation.

Accepted Answer

The answer of ____________ is considered to be a judgment...

Question 15

Thomas suggests that individuals high in a competitive style would be more likely to be task oriented,creative,and capable of dealing with complexity.

Accepted Answer

A) True 
 B)False

Question 16

According to Rotter's research how is interpersonal trust determined by the experiences that individuals have in dealing with others?

Accepted Answer

If individuals have had experiences when

Question 17

The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.

Accepted Answer

The answer of The ability to understand the other person's...

Question 18

According to Thomas,the degree of cooperativeness is the degree of concern that a conflicting party maintains for one's own preferred solutions or outcomes.

Accepted Answer

A) True 
 B)False

Question 19

List characteristics of Machiavellianism.

Accepted Answer

Individuals scoring high in Machiavellia

Question 20

What is the difference between external locus of control and internal locus of control?

Accepted Answer

Those who attribute the cause of events

Rackham defines locus of control as the extent to which people perceive that they have control over events that occur.

Research into personality and negotiation offers ample evidence that personality traits are sufficiently stable and can be as predictive of important behaviors as situations.In short,dispositions and situations both matter.

As identified by Thomas' research,the accommodating style is

What is the difference between high self-monitors and low self-monitors?

In experiments by Christie and Geis,high Machs

____________________ orientations are preferences that people have regarding the kinds of outcomes they prefer in social settings where interdependence with others is present.

According to Rotter,those who attribute the cause of events to external reasons have a high internal locus of control while those that attribute the cause of events to internal reasons have a high external locus of control.

In research on the behavioral approach,what is the disadvantage of using laboratory simulations?

What results were found in studies conducted on perspective-taking ability?

Individuals high in a competing style are higher in risk taking.

What are the five major conflict management styles that Thomas' research identified?

Neale and Northcraft define perspective-taking ability as:

Prosocials

____________ is considered to be a judgment about one's ability to behave effectively in a given situation.

Thomas suggests that individuals high in a competitive style would be more likely to be task oriented,creative,and capable of dealing with complexity.

According to Rotter's research how is interpersonal trust determined by the experiences that individuals have in dealing with others?

The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.

According to Thomas,the degree of cooperativeness is the degree of concern that a conflicting party maintains for one's own preferred solutions or outcomes.

List characteristics of Machiavellianism.

What is the difference between external locus of control and internal locus of control?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 15: Individual Differences II: Personality and Abilities

Rackham defines locus of control as the extent to which people perceive that they have control over events that occur.

Research into personality and negotiation offers ample evidence that personality traits are sufficiently stable and can be as predictive of important behaviors as situations.In short,dispositions and situations both matter.

As identified by Thomas' research,the accommodating style is

What is the difference between high self-monitors and low self-monitors?

In experiments by Christie and Geis,high Machs

____________________ orientations are preferences that people have regarding the kinds of outcomes they prefer in social settings where interdependence with others is present.

According to Rotter,those who attribute the cause of events to external reasons have a high internal locus of control while those that attribute the cause of events to internal reasons have a high external locus of control.

In research on the behavioral approach,what is the disadvantage of using laboratory simulations?

What results were found in studies conducted on perspective-taking ability?

Individuals high in a competing style are higher in risk taking.

What are the five major conflict management styles that Thomas' research identified?

Neale and Northcraft define perspective-taking ability as:

Prosocials

____________ is considered to be a judgment about one's ability to behave effectively in a given situation.

Thomas suggests that individuals high in a competitive style would be more likely to be task oriented,creative,and capable of dealing with complexity.

According to Rotter's research how is interpersonal trust determined by the experiences that individuals have in dealing with others?

The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.

According to Thomas,the degree of cooperativeness is the degree of concern that a conflicting party maintains for one's own preferred solutions or outcomes.

List characteristics of Machiavellianism.

What is the difference between external locus of control and internal locus of control?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters