Which of the following is not one of the four biases that threaten e-mail negotiations?
A) Temporal synchrony bias is the tendency for e-mail negotiators to behave as if they are in a synchronous situation when they are not (parties are not working on the same time frame).
B) Sinister attribution bias occurs when one mistakenly assumes that another's behavior is caused by personality flaws, while overlooking the role of situational factors (dissimilarity between parties and shortage of rapport may exist among e-mail lead individuals to project sinister and deceitful motives onto the other party).
C) Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure on the part of the out-group party).
D) Burned bridge bias is the tendency for individuals to employ risky behavior during e-mail negotiations that they would not use during a face-to-face encounter (negotiators may be more willing to challenge the other party).
E) Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals (resort to intimidation, rude behavior, poor etiquette to achieve outcomes).
Answer: c
Negotiation
- When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach?
- The "embrace the other party's approach" strategy involves
- "Coordinating adjustment" involves
- "Adapting to the other party's approach" is best used by parties with
- Which of the following lists only joint strategies for cross-cultural negotiations?
- Which of the following strategies should negotiators with a low familiarity with the other culture choose?
- According to Weiss, when choosing a strategy, negotiators should
- According to Graham, which of the following statements would be characteristic of a Japanese negotiator?
- In group-oriented cultures
- Risk-avoiding cultures will
- What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?
- Power distance describes
- Power distance describes
- The individualism/collectivism dimension describes
- The "culture-as-shared-value" approach
- Which of the following is not one of Janosik's four ways that culture is used in international negotiation?
- Which of the following factors most influences relative bargaining power?
- Political and legal pluralism can make cross cultural negotiations more complex because
- Which of the following is an immediate context factor in cross-cultural negotiations?
- According to Salacuse, which of the following is not a factor in the environmental context of negotiations?
- We use the term "culture" to refer to the
- 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
- Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?
- Women tend to fare worse on salary negotiations because:
- Identify the one result from among the following empirical findings on gender differences that is not true.