There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in

There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in 

A) being treated differently before and during negotiations than men.
B) receiving worse opening offers from the other party.
C) receiving worse outcomes in similar negotiations than males.
D) being penalized when they use the same negotiation tactic that males use successfully.
E) All of the above.


Answer: E

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

A) Motivational interventions.
B) Situational interventions.
C) Cognitive Interventions.
D) None of the above interventions can help rectify the disparity.
E) All of the above contribute to reducing the constraints.


Answer: E

Women tend to fare worse on salary negotiations because:

Women tend to fare worse on salary negotiations because:

A) they tend to ask for higher salaries during interviews.
B) they tend to accept what is offered them.
C) they tend to not ask for more.
D) they tend to anticipate a hypothetical salary.
E) they tend to become overly involved with salary negotiations.


Answer: C

Identify the one result from among the following empirical findings on gender differences that is not true.

Identify the one result from among the following empirical findings on gender differences that is not true.

A) Men and women conceive of negotiations in different ways.
B) Men and women communicate differently in negotiation.
C) Men and women are treated similarly in negotiation.
D) Men and women can use the same tactics to different effects.
E) Men and women stereotypes affect negotiator performance.


Answer: C

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

A) Women are more aware of the complete relationship among the parties who are negotiating and are more likely to perceive negotiation as part of the larger context within which it takes place than to focus only on the content of the issues being discussed.
B) Women tend not to draw strict boundaries between negotiating and other aspects of their relationships with other people but instead see negotiation as a behavior that occurs within relationships without large divisions marking when it begins and ends.
C) Men can be characterized as using power to achieve their own goals, or to force the other party to capitulate to their point of view.
D) Men use dialogue in two ways: (a) to convince the other party that their position is the correct one and (b) to support various tactics and ploys that are used to win points during the discussion.
E) Negative stereotypes about female bargainers do not shape expectations and behaviors by both men and women at the negotiating table.


Answer: E

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

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 

A) female negotiators.
B) male negotiators.
C) both male and female negotiators.
D) neither male nor female negotiators.
E) Either male or female negotiators, but not during the same negotiation.


Answer: B

According to Kolb and Coolidge, during a negotiation women tend to Lewicki/Barry/Saunders, Negotiation,

According to Kolb and Coolidge, during a negotiation women tend to Lewicki/Barry/Saunders, Negotiation,

A) use dialogue to convince the other party that their position is correct.
B) demarcate negotiating from other behaviors that occur in the relationship.
C) seek empowerment when there is interaction among all parties in the relationship.
D) use power to achieve their own goals.
E) All of the above.



Answer: C

According to Kolb and Coolidge, during a negotiation men tend to

According to Kolb and Coolidge, during a negotiation men tend to 

A) demarcate negotiating from other behaviors that occur in the relationship.
B) perceive negotiation as part of the larger context within which it takes place.
C) seek empowerment when there is interaction among all parties in the relationship.
D) to engage the other in a joint exploration of ideas.
E) None of the above.


Answer: A

Which theoretical finding about the role of women in negotiations is not true?

Which theoretical finding about the role of women in negotiations is not true? 

A) Women may place a greater emphasis on interaction goals (the interpersonal aspects of the negotiations).
B) Women's conceptualization of power may make them less comfortable than men with integrative versus distributive negotiation.
C) Women were more likely to perceive conflict episodes in relationship terms.
D) Women in negotiations are often treated worse than men during negotiations.
E) Women using the same negotiation tactic that men used were less successful than men.


Answer: B

Research on gender characteristics in negotiation

Research on gender characteristics in negotiation 

A) has shown a strength in the use of sex as the independent variable.
B) has yielded consistent findings to document significant differences between male and female negotiators.
C) has found there are differences in how males and females negotiate, but these differences are difficult to detect.
D) has a generalized influence on the dependent variables in a negotiation.
E) All of the above are results of research on gender characteristics in negotiation.


Answer: C