Chapter 5: Understanding Personality and Motivation

Question 1

________ ________ is shaped by negotiators’ personalities and also by how they view the counterparty and the world.

Answer 1

negotiation behavior

Question 2

Individual personality differences affect negotiation behavior.
These individual differences can often be _______ and reliably used to predict ________ ________.

Answer 2

measured; negotiation performance

Question 3

the beliefs held by people about personalities.

Answer 3

implicit theories

Question 4

It would seem that awareness of one’s own negotiation style would lead to a successful negotiation, however many negotiators seem to lack ______-________.

Answer 4

self-awareness

Question 5

What illusion refers to the fact that negotiators believe they are coming on too strong, but they actually are not?

Answer 5

Line-crossing illusion

Question 6

Prejudice =

Answer 6

pre-judging

Question 7

What is the goal of understanding personality in negotiation?

Answer 7

to better predict the behavior of the counterparty.

Question 8

_______ and _______ cues can be used to predict the likely behavior of a counterparty to a proposal.

Answer 8

acoustic; visual

Question 9

What are the “Big 5” personality traits that can reliably be measured and predict behavior in a number of different situations, especially if negotiators have similar traits of
agreeableness and extraversion?

Answer 9

Big 5 = OCEAN:

O- openness to experience
C- conscientiousness
E- extraversion (outgoing)
A- agreeableness
N- neuroticism (anxiety/worry/depression/etc)

Question 10

Negotiators who hold ________ personality traits have a more competitive world-view, including more selfish social motivations and the illusion of conflict with others.

Answer 10

psychopathic

Question 11

In mixed-motive negotiations, negotiators with psychopathic personality traits make more money when success favors _______ actions, but lose money when success depends on ________.

Answer 11

competitive; cooperation

Question 12

One type of psychopathic personality trait is ________: which makes a negotiator view their opponents as incompetent and not trustworthy.

Answer 12

narcissism

Question 13

Negotiator dyads with _________ personality styles are more likely to reach integrative agreements.

Answer 13

complementary

Question 14

theory which argues that people develop different attachment styles to others

Answer 14

attachment theory

Question 15

What are the three most commonly studied attachment styles?

Answer 15

1. secure attachment
2. avoidant attachment
3. insecure attachment.

Question 16

In studies, negotiators with _______ attachment styles had a greater propensity to negotiate with an _______ attached counterparty.

Answer 16

avoidant; insecurely

Question 17

the goals that people have in social interactions and particularly in negotiations.

Answer 17

motivational orientation

Question 18

What are the 3 different orientations people have toward the process of negotiation?

Answer 18

1. Cooperative
2. Competitive
3. Individualistic

Question 19

What is the objective of each of the 3 different orientations people have toward the process of negotiation?

Answer 19

1. Cooperative – joint welfare
2. Competitive– victory
3. Individualistic– self-interest

Question 20

What is the view of others for each of the 3 different orientations people have toward the process of negotiation?

Answer 20

1. Cooperative– heterogenous (some
   cooperative; some competitive; some individualistic)
2. Competitive– competitive
3. Individualistic– self-interested

Question 21

What are the situational factors that trigger this motivational orientation for each of the 3 different orientations people have toward the process of negotiation?

Answer 21

1. Cooperative–social identity; superordinate goals
2. Competitive–group competition; when organizations make interpersonal comparisons salient
3. Individualistic– incentives to maximize own gain

Question 22

The following is advice for (cooperative/competitive) negotiators:
- Avoid becoming anchored by your reservation price. Instead, prepare your target and develop high aspirations.
- Get an agent and delegate the negotiation task (if you think an agent will be able to represent you more assertively than you can)

Answer 22

Cooperative negotiators

Question 23

The following is advice for (cooperative/competitive) negotiators:
- focus on value creation, not exclusively value-claiming.
- ask more questions than you think you should.
- hire a relationship manager.
- focus on the long-term relationship

Answer 23

competitive negotiators

Question 24

_________ negotiators like to maximize joint gain and prefer to minimize differences in outcomes.

Answer 24

cooperative

Question 25

T or F: The more cooperatively motivated people present in a negotiation, the more integrative information is exchanged.

Answer 25

True

Question 26

What is the downside to cooperative personalities?

Answer 26

often two cooperators end up with a lose-lose agreement bc they FAIL TO MAKE THEIR INTERESTS KNOWN to the other party.

Question 27

T or F: When a pro-social cooperator negotiates with a competitor, they are more likely to accept an unfair offer as compared to individualists and competitors.

Answer 27

True

Question 28

________ negotiators desire to maximize the difference between their own and the other’s outcomes, thereby “beating” the other party.

Answer 28

competitive

Question 29

As negotiators become more adversarial, irritating, stubborn, and unethical, their ________ as a negotiator declines.

Answer 29

effectiveness

Question 30

The _________ negotiator prefers to maximize their own gain and is indifferent to how much the other party receives.

Answer 30

individualistic

Question 31

When individualistically motivated negotiators are at the table, (distributive/integrative) strategies increase.

Answer 31

distributive (ex: positional statements and substantiation)

Question 32

Several strategic issues are relevant when it comes to motivational style: 1. Hardline strategies lead to greater _______ gain. 2. Softline negotiation strategies lead to better _________ outcomes. 3. The power of _______ 4. Motivational _________ 5. ________ motivation

Answer 32

1. economic 2. socioemotional 3. reciprocity 4. convergence 5. epistemic

Question 33

T or F: Across the board, men are more successful than women in terms of claiming value– they inevitably get a bigger slice.

Answer 33

True

Question 34

A key determinant of how well men and women do in negotiations is their _______ _______, as these reveal the negotiator’s aspirations.

Answer 34

opening offer

Question 35

T or F: Women set lower aspirations (and therefore ask for less) in their opening offers than men.

Answer 35

True

Question 36

What are 2 key reasons that act as barriers to women when they ask for what they want?

Answer 36

1. They do not establish aggressive goals. (know this one) 2. They do not want to damage the relationship. (know this one)

Question 37

- Women encounter both social and economic backlash when they behave ________ at the bargaining table. - Women who “ask” or self-advocate are viewed more ________ than men who self-advocate. - One investigation found that women who initiate negotiations are (more/less) likely to achieve their goals and are more likely to economically _______.

Answer 37

- assertively - negatively - less; suffer (this all is the "backlash effect")

Question 38

T or F: Women are more likely to endorse and engage in lying than men during a negotiation.

Answer 38

False; men are more likely (Studies suggest that men feel more competitive than women and greater competitiveness is associated with increased lying.)

Question 39

A feminine featured face, regardless of gender– can also affect the judgements of negotiators as to what motivational orientations to expect from the counterparty because they tend to look more _______.

Answer 39

cooperative

Question 40

It is important to acknowledge that differences in economic outcomes are not a reflection of skill, but rather ________.

Answer 40

barriers

Question 41

- _______ barriers stem from negative stereotypes about women’s negotiating abilities. - ________ barriers stem from the desire to prevent women from excelling in a masculine domain. - _________ barriers stem from how negotiation is measured.

Answer 41

- cognitive - motivational - paradigmatic

Question 42

the process by which members of traditionally stereotyped groups redefine their own beliefs about their group.

Answer 42

stereotype regneration (ex: If the traditional stereotype of women is that they are relationship-oriented and accommodating, then regeneration of such a stereotype might be that women are highly goal-oriented and assertive.)

Question 43

T or F: By exposing those negative stereotypes, getting them out in the open, and then attacking them mentally, women can do much better at the bargaining table.

Answer 43

True

Question 44

Relative to men, women tend to perform worse in negotiation when the situation is _______.

Answer 44

ambiguous (which means open to more than one interpretation)

Question 45

T or F: When women negotiate on behalf of someone other than themselves (ex: their family, children, constituency), gender differences are minimized as compared to when they negotiate on behalf of themselves.

Answer 45

True (When women feel that they are accountable to a larger constituency, they are more comfortable and more likely to express their interests, make more assertive offers, and hold out for a better set of terms.)

Question 46

When examining how individual differences affect negotiation behavior and outcomes, it is important to consider the _______ of the counterparty.

Answer 46

personality

Question 47

T or F: Differences in motivational outcomes, motivational style, epistemic motivation, and gender all have influence upon negotiation outcomes.

Answer 47

True