NEGOTIATION-CHAPTER 15

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.

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Individuals high in a competing style are higher in risk taking.

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• FALSE

One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.

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Fry found that high Mach negotiators did not change their negotiation style as a function of the other party's Machiavellianism.

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Neale and Bazerman found that negotiators with higher perspective taking ability successfully negotiated contracts of higher value that did negotiators with lower perspective taking ability.

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As identified by Thomas' research, the accommodating style is

• A) high on assertiveness and low on cooperativeness.

• B) low on assertiveness and high on cooperativeness.

• C) high on assertiveness and high on cooperativeness.

• D) low on assertiveness and low on cooperativeness.

• E) None of the above describes the accommodating style.

Self-efficacy (Page 458)

• A) is a perception of the extent to which external circumstances control the negotiation.

• B) refers to the extent to which people perceive that they have control over events which occur.

• C) is the negotiator's capacity to understand the other party's point of view during a negotiation.

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

• E)is not described by any of the above.

The extent to which people perceive that they have control over events that occur is called (page 458)

• A) self monitoring.

• B) locus of control.

• C) Machiavellianism.

• D) the negotiator's degree of assertiveness.

• E) None of the above.

In experiments by Christie and Geis, high Machs (pages 459-460)

• A) attempted significantly more manipulative behaviors than low Machs.

• B) initially tried harder to persuade the confederate not to cheat.

• C) were constantly sought after by others to be in coalitions.

• D) tended to become more exploitative over time.

• E) All of the above describe the behavior of high Machs.

Rackham's study found that during face-to-face bargaining, superior negotiators

• A) made few immediate counterproposals

• B) frequently used defend-attack cycles.

• C) avoided behavioral labeling.

• D) asked few questions.

• E) None of the above.