motivational styles 2Q + gender 2Q

Question 1

1. The ….. negotiator prefers to maximize his or her own gain and is indifferent to
   how much the other person is getting.
2. The …. negotiator prefers to maximize the difference between his or her own profits and those of the other party.
3. The … negotiator seeks equality and to minimize the difference between negotiators’ outcomes.

A)competitive
C)cooperative
D)individualistic

Answer 1

individualistic
competitive
cooperative

Question 2

…. negotiators like to maximize joint gain and prefer to minimize differences in outcomes. The more xxxly motivated people present in a negotiation, the more integrative information is exchanged.

Answer 2

Cooperative

Question 3

The ….. refers to the negative social reaction directed at women who are seen as violating gender norms because they engage in counter-stereotypical behaviors during negotiation
A) Femininity fallout
B) Gender guard
C) Backlash effect
D) Stereotype shock

Answer 3

C) Backlash effect

Question 4

…. refers to the process by which members of traditionally stereotyped groups redefine their own beliefs about their group.
A) Stereotype regeneration
B) Social facilitation
C) backlash effect
D)Stereotype shock

Answer 4

Stereotype regeneration

By exposing negative stereotypes - getting them out in the open and then attacking them mentally- women can do much better at the negotiation table.

Question 5

….. is a strategy that can help female negotiators perform better in negotiations. It means that women should try to clarify the expectations, norms, and rules of the negotiation process, especially when they face a new or unfamiliar situation.
A) Egalitarian clarification
B) Remove ambiguity from novel-appearing situations
C) Gender clarification
D) Stereotype dismantling

Answer 5

By removing ambiguity, women can reduce the uncertainty and anxiety that may affect their performance, and also avoid the negative stereotypes or biases that may influence the other party’s behavior

Question 6

… is a phrase that means creating a fair and equal situation for everyone involved in a competition or a negotiation.

Answer 6

Leveling the playing field

Question 7

What does the phrase “leveling the playing field” mean in the context of a competition or a negotiation?
a) Creating a fair and equal situation for everyone involved
b) Creating a challenging and difficult situation for everyone involved
c) Creating a cooperative and collaborative situation for everyone involved
d) Creating a diverse and inclusive situation for everyone involved

Answer 7

a) Creating a fair and equal situation for everyone involved

Question 8

Negotiate on Behalf of a Constituency
When women negotiate on behalf of someone other than themselves (e g., their family, children, constituency), gender differences are …
A) Amplified
B) Reinforced
C) Magnified
D) Minimized

Answer 8

D) Minimized as compared to when they negotiate on their own behalf