MGT 498 – Chapter 15

25. Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles? A. the degree of assertiveness and the degree of competitiveness B. the degree of aggressiveness and the degree of competitiveness C. the degree of aggressiveness and the degree of cooperativeness D. the degree of assertiveness and the degree of cooperativeness E. None of the above state Thomas' two personality dimensions.

26. 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.

27. Prosocials A. have a preference for outcomes that benefit both self and others with whom they are interdependent. B. are more oriented toward problem solving. C. achieve more integrative outcomes than pro-self negotiators. D. are more oriented toward reciprocal cooperation. E. All of the above

28. Self-efficacy 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. None of the above describes self-efficacy.

29. The extent to which people perceive that they have control over events that occur is called A. self monitoring. B. locus of control. C. Machiavellianism. D. the negotiator's degree of assertiveness. E. None of the above describes the extent to which people perceive that they have control over events that occur.

30. Self-monitoring A. refers to the extent to which people are responsive to the social cues that come from the social environment. B. refers to the extent to which people perceive that they have control over events which occur. C. is considered to be a judgment about one's ability to behave effectively in a given situation. D. is the negotiator's capacity to understand the other party's point of view during a negotiation. E. None of the above describes self monitoring.

31. In experiments by Christie and Geis, high Machs 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.

32. Research by Fry suggests that A. low Machs do better than high Machs in distributive negotiation. B. high Mach's change their negotiation style as a function of the Machiavellianism of the other negotiator. C. low Mach negotiators do not change their negotiation style as a function of the other party's Machiavellianism. D. when negotiating with a high Mach other party, low Mach negotiators make fewer offers and are less effective negotiators than when negotiating with low Machs. E. Fry's research suggests all of the above.

33. According to researchers on perspective-taking ability, negotiators who understand the other party's perspective will be more likely to A. form arguments that are convincing to the other party. B. maintain a distributive stance throughout the entire negotiation. C. develop high levels of trust with the other party. D. use Machiavellianism as a tool to achieve more power in the negotiation. E. Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.

34. What results were found in studies conducted on perspective-taking ability? A. Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability. B. Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator. C. Perspective takers are better able to uncover the underlying interests shared by two parties, and to come to more creative solutions. D. The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes. E. None of the above results about perspective-taking ability were found to be accurate.

35. Rackham's study found that during pre-negotiation planning, superior negotiators A. considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation. B. spent very little time looking for areas of common ground. C. focused on the short-term consequences of different issues. D. prepared their goals around fixed points. E. None of the above.

36. Rackham's study found that during face-to-face-bargaining, superior negotiators A. made fewer immediate counterproposals. B. frequently used defend-attack cycles. C. avoided behavioral labeling. D. asked few questions. E. None of the above.