Negotiations Ch 15
Incremental theorists outperformed entity theorists by a wide margin with advantage found in both claiming value and creating value.
T
Low self-monitors are less attentive to external information that may cue behavior and are guided more in their behavioral choices by inner, personal feelings.
T
One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.
T
The behavioral aspects of cultural intelligence includes verbal and nonverbal skills when communicating across cultures.
T
The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves.
T
Which of the following statements concerning personality traits is true?
Dispositions and situations both matter
Cognitive ability is a term psychologists use to refer to the complexity of cognitive rules that a person employs to process information.
F
Negotiators low in emotional intelligence may be better able to use emotions to influence the negotiation outcomes—referred to as "emotional tuning."
F
Of the five major conflict management styles, the compromising style is low on both assertiveness and cooperativeness.
F
People who believe negotiating abilities are fixed are labeled incremental theorists and individuals who believe that negotiating ability can be changed and improved are labeled entity theorists.
F
The term locus of control is a judgment about one's ability to behave effectively in a given situation.
F
The traditional conceptualization of intelligence is known as
cognitive ability
Individuals who believe that negotiating abilities are fixed are labeled
entity theorists
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.
false
Negotiators low in emotional intelligence may be better able to use emotions to influence the negotiation outcomes—referred to as "emotional tuning."
false
Research examining successful negotiators suggests that expert, experienced, and otherwise superior negotiators behave no differently than average negotiators.
false
Individuals who attribute the cause of events to luck are said to have a
high external locus of control
Individuals who believe that negotiating ability can be changed and improved are labeled
incremental theorists
When negotiators inappropriately explain the actions of others in personality terms, even though elements of the situation are actually responsible, this is called
misperceptions
The term self monitoring
refers to the extent to which people are responsive to the social cues that come from the social environment.
Low self-monitors are less attentive to external information that may cue behavior and are guided more in their behavioral choices by inner, personal feelings.
true
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.
true
Individuals differ in their level of interpersonal trust. Which of the following statements about interpersonal trust is not true?
Individuals who are high trusters are more prone to gullibility than the low-trust individuals
Of the five major conflict management styles, the accommodating style is
L on assertiveness, H on cooperativeness
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.
