Question 1

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

Accepted Answer

A) True 
 B)False  False

Question 2

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 and female candidates were less likely to be hired when they bargained aggressively.

Question 3

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. C

Question 4

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.

Question 5

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

Accepted Answer

The answer of What role does mind-set play as a...

Question 6

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.

Question 7

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 8

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

Accepted Answer

The answer of Does an activated stereotype matter more than...

Question 9

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

Accepted Answer

The answer of What did Robin Pinkley find when she...

Question 10

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

Accepted Answer

The answer of Men and women may receive different treatment...

Question 11

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 12

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

Accepted Answer

A)   use dialogue to convince the other party that their position is correct.
B)   demarcate negotiating from other behaviors that occur in the relationship.
C)   seek empowerment when there is interaction among all parties in the relationship.
D)   use power to achieve their own goals.
E)   All of the above.

Question 13

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 more...

Question 14

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.

Question 15

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 16

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

Accepted Answer

The answer of Sex differences in negotiation performance have been...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

The answer of The term ____________ refers to the biological...

Question 19

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.

Accepted Answer