MGT/445: Organizational Negotiations Wk 4 - Practice: Knowledge Check

Which of the following statements concerning how men and women conceive of negotiation is not true?

Women interpret conflict with a task orientation.

Which personality trait often has a self-fulfilling prophecy aspect associated with it?

interpersonal trust

The term self-efficacy

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

Because relationship negotiations are never over,

it is often impossible to anticipate the future and negotiate everything "up front."

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of

male negotiators

When negotiators inappropriately explain the actions of others in personality terms, even though elements of the situation are actually responsible, this is called

misperception

Laboratory controlled research is much easier to conduct than field research because live negotiators often refuse to allow researchers

All of these choices are correct.

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 individual.

Which of the following conclusions about the issue of fairness is not a true statement?

Involvement in the process of helping to shape a negotiation strategy decreases commitment to that strategy and willingness to pursue it.

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Negotiating within relationships may never end.