STUDOCU-CHAPTER 15_True-False_Multiple-choice

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

• FALSE

According to Thomas, the degree of cooperativeness is the degree of concern that a

conflicting party maintains for one's own preferred solutions or outcomes.

• TRUE

• FALSE

The compromising style is low on both assertiveness and cooperativeness, as identified by Thomas' research.

• TRUE

• FALSE

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

• TRUE

• FALSE

Thomas suggests that individuals high in a competitive style would be more likely to be task oriented, creative, and capable of dealing with complexity.

• TRUE

• FALSE

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

• TRUE

• FALSE

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. (page 458)

• TRUE

• FALSE

Rackham defines locus of control as the extent to which people perceive that they have

control over events that occur.

• TRUE

• FALSE

According to Jordan and Roloff, high self-monitors achieve outcomes with higher percentages of their goals than do low self-monitors. (page 459)

• TRUE

• FALSE

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

• TRUE

• FALSE