Exam 14: Individual Differences I: Gender and Negotiation

In the Ultimatum Game,a comparison of the minimum acceptable amounts stated by recipients shows that women demanded lower minimum offers than men.

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

Research on gender characteristics in negotiation

Women tend to fare worse on salary negotiations because:

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

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

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

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

What did Robin Pinkley find when she explored how disputants interpret,or "frame," conflict situations?

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

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

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

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.

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

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

Sex differences in negotiation performance have been found to result from gender ____________ about male and female ability and behavior.

Gender is,of course,the primary individual differences with a role in negotiation processes and outcomes.

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.

There have been no new research developments in the areas of sex and gender in the last few years that give a clearer picture of the underlying psychology of gender in negotiation.

Empirical research would suggest that men and women conceive of ____________ in different ways,communicate differently in negotiation,and are treated differently in negotiation.