In a study by Carnevale, Pruitt and Britton, negotiators who believed they were under surveillance
A) were significantly more likely to conduct their negotiations in an integrative manner.
B) were more likely to use threats, commitment tactics and put downs of their opponents.
C) obtained higher joint outcomes than negotiators not under surveillance.
D) were more likely to make concessions that would facilitate mutual gain.
E) Negotiators who believed they were under surveillance exhibited all of the above behaviors.
Answer: B
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.