MGMT 4361 chapter 15
Which of the following statements concerning personality traits is true?
Dispositions and situations both matter.
When comparing low Machs and high Machs, which of the following statements is true?
When negotiating with a high Mach other party, low Mach negotiators make fewer offers and are less effective negotiators than when negotiating with another low Mach.
Individuals who believe that negotiating abilities are fixed are labeled_____ theorists.
entity
Which of the following concepts is not an element of Machiavellianism?
face threat sensitivity
The term self-efficacy
is considered to be a judgment about one's ability to behave effectively in a given situation.
Individuals differ in their level of interpersonal trust. Which of the following statements about interpersonal trust is not true?
High trusters are more prone to gullibility than low-trusters
Which of the following statements concerning face threat sensitivity is true?
Negotiations with at least one negotiator scoring high on sensitivity to face threats were less likely to create value and less likely to reach cooperative settlements.
Which of the following statements concerning cultural intelligence (CQ) is not true?
The cognitive aspect of CQ refers to aspects including verbal and nonverbal skills when communicating across cultures.
The traditional conceptualization of intelligence is known as
cognitive ability.
When considering the five major conflict management styles, which two styles are low (as opposed to high or moderate) on the cooperation trait?
compete and yield styles
Psychologists use this term to describe an individual's desire to develop and hold a rich and accurate understanding of the world. including the negotiation problem at hand
epistemic motivation
According to researchers on perspective-taking ability, negotiators who understand the other party's perspective will be more likely to
form arguments that are convincing to the other party.
A negotiator who is distrustful of others, unethical, and controlling; and who pursues power and status is very likely a(n)_____________
high Mach
Individuals who believe that negotiating ability can be changed and improved are labeled_______theorist
incremental
Which of the following options is a term psychologists use to refer to the complexity of cognitive rules that a person employs to process information?
integrative complexity
The extent to which people perceive that they have control over events that occur is called
locus of control
Which of the following is not one of the Big Five personality factors?
locus of control
Of the five major conflict management styles, the accommodating style is
low on assertiveness and high on cooperativeness.
When negotiators inappropriately explain the actions of others in personality terms, even though elements of the situation are actually responsible, this is called
misperception.
A negotiator looking for solutions that benefit not just their own outcomes, but for others with whom they are interdependent, is said to have a_____ orientation.
prosocial
Negotiators high in El may be better able to use emotions to influence the negotiation outcome using emotional
tuning
Which personality trait often has a self-fulfilling prophecy aspect associated with it?
Interpersonal trust
Which of the following statements concerning perspective-taking ability is true?
Perspective takers are better able to uncover the underlying interests shared by two parties, and to come to more creative solutions
The term self-monitoring
refers to the extent to which people are responsive to the social cues that come from the social environment.
What two personality dimensions represent the two levels of concern underlying the five conflict management styles?
the degree of assertiveness and the degree of cooperativeness