Exam 4

Which cultural dimension explains the extent to which individuals engage in behaviors such as delaying gratification, planning, and investing in the future?

Future orientation

Which cultural dimension explains the degree to which the culture minimizes gender inequality?

Gender egalitarianism

Which cultural dimension is related to the South Korean culture, where there are very strong expectations about which roles, jobs, and careers are appropriate for women, and which are not?

Gender egalitarianism

As noted by Kopelman, Rosette, and Thompson, the expression of ______ emotions resulted in more extreme demands from the other party.

negative

As noted by Kopelman, Rosette, and Thompson, the expression of ______ emotions was actually more likely to result in concessions from the other party, and more likely to close the deal.

positive

It could be concluded that if you choose to express emotions as a deliberate negotiation strategy, you are much more likely to end up with beneficial outcomes by communicating ______ emotions.

positive

KSAs is a known acronym of which of the following?

Knowledge, skills, abilities

Which personality characteristic or individual difference is known to be associated with more cooperative approaches to negotiating?

Agreeableness

Which personality trait is defined as behavioral characteristics that are perceived as kind, sympathetic, cooperative, warm, and considerate?

Agreeableness

Which concept, in relation to emotions, is shown to increase the perception of submissiveness, and instead suggests that individuals should be consistent with their emotions?

Ambivalence

Which concept, in relation to emotions, is shown to produce better outcomes if displayed during negotiations?

Anger

Which piece of advice relates to "doing your homework" and work to better understand not just the visible aspects of the culture, but also some of the underlying values and assumptions?

Anticipate differences in strategy and tactics

Sometimes the initial rush of adrenaline could possibly open new pathways for exploration between you and the person you are negotiating with, which is as a result of with emotion?

Anxiety

Which concept, in relation to emotions, is shown to produce worse outcomes as individuals experiencing this expect poorer outcomes, make lower first offers, and respond more quickly to offers in negotiations?

Anxiety

______ is when emotions spread from one person to another.

Emotional contagion

______ is defined as the ability to monitor one's own and others' feelings, to discriminate among them, and to use this information to guide one's thinking and actions?

Emotional intelligence

Which cultural dimension explains the degree to which individuals are confrontational and aggressive in their relationship with others?

Assertiveness

Which piece of advice relates to being very cautious about jumping to conclusions because our normal lexicon tells us the meaning of behavior is no longer necessarily going to be accurate?

Avoid attribution errors

Which piece of advice relates to understanding that "our way" is not always the "right way"?

Avoid ethnocentrism

Which piece of advice relates to the example that just because you go to a collectivist culture, it doesn't mean you won't encounter individuals who are very focused on individual accomplishment?

Be aware of exceptions and differences

Which cultural dimension explains the degree to which individuals express pride, loyalty, and cohesiveness in their organizations or families?

Collectivism

Which cultural dimension relates to the "American Dream" and the notion that individual achievement, initiative, and work is a central underlying value in American culture?

Collectivism

Which cultural is demonstrated by the Japanese saying: "The nail that sticks up from the rest will be hammered down?"

Collectivism

Which of the following is not associated with pro-self-individuals?

Concerned with the outcomes of other people

Which personality characteristics or individual difference is often amplified in team or group settings, and can be viewed as a strategy for coping with intra-team conflict, specifically with self-managed teams?

Conflict avoidance

Which personality trait refers to responding to perceived or potential struggles by attempting to withdraw, ignore, or suppress the situation in hopes that it will go away?

Conflict avoidance

Which of the following is not associated with pro-social individuals?

Focused on maximizing your own gains

Which observable behavior is scored relatively high in the Brazilian culture, for example, as they tend to be characterized as never being silent?

Conversational overlaps

Which of the following is not positively associated with the characteristic of agreeableness?

Correlated with conflict avoidance

Which of the following is a sensemaking tool that provides meaning to events and actions that members of the group observe and experience?

Culture

______ is the character of a social group that sets it apart from other social groups.

Culture

Which of the following is not a personality measure that women reportedly score higher on than men?

Introversion

Certain cultures may be more predisposed to demonstrate conflict avoidance. Which of the following is not known for this?

Ireland

Which piece of advice relates to "logrolling", in which you are figuring out which issues are more important to one party and trading those against issues they care less about, but that are more important to the other party?

Leverage cultural differences to create value

______ may be identified when discussing the difference between East and West Coast formalities in negotiations, for example.

Local cultures

______ may be identified when discussing the difference between Danish and Nigerian negotiators, for example.

National cultures

Which of the following is not one of the socially constructed stereotypes associated with masculinity?

Nurturing

______ may be identified when discussing the difference between NASA and SpaceX, for example.

Organizational cultures

Which cultural dimension explains the degree to which the culture encourages and rewards individuals for performance improvement and excellence?

Performance orientation

Which cultural dimension explains the extent to which a society has more or less upward mobility, more or less stratification that exists, or the more or less important social status is?

Power distance

Which biographical characteristic or individual difference is often the one that first comes to mind?

Sex

Which piece of advice relates to ensuring we avoid being offensive, to ensure we give cultural practices their due attention and treat them seriously?

Show respect

Which observable behavior is scored as relatively nonexistent in the Brazilian culture, for example, as they tend to be characterized as always talking?

Silence

Which personality trait is defined in terms of the value people place on their own and others' outcomes?

Social value orientation

Which personality trait relates to the willingness of someone to make themselves vulnerable in social interaction, typically by relying on the good intentions of the other party?

Social value orientation

______ may be identified when discussing the difference between production and finance at Ball Corporation, for example.

Team cultures

Which cultural dimension demonstrates the level of tolerance for ambiguity within a society?

Uncertainty avoidance

Which of the following is not a recognized difference among men and women in negotiations?

Women and men are not treated differently in negotiations.

Women should frame the negotiation situation as an opportunity to ______ about the issue or ______ opportunities, rather than demanding something.

ask; explore

If you know you are going to be negotiating with parties from another country, developing an understanding of that ______ should be an integral part of your preparation for the negotiation.

culture