CH.5

Question 1

Gender differences aggressive tactics

Answer 1

male and female candidates were less likely to be hired when they bargained aggressively. Females were far less likely than men to be hired when aggressive.

Question 2

Overall, women were more likely to perceive conflict episodes in _____ ________

Overall men were more likely to perceive conflict as being ________ ________

Answer 2

relationship terms

task based

Question 3

Motivational interventions

Answer 3

Activating astereotype may motivate a person to act in a manner consistent with that stereotype
Individuals will act to overcome stereotypes when they are motivated to make a positive impression on the other party

Question 4

Cognitive interventions

Answer 4

Focus on things that negotiators have in common that transcend gender, such as common goals or identities
Reframing the nature of the negotiation task itself