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Negotiation 101 Practice Test: Gender and Negotiation
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According to some studies, men and women don't necessarily negotiate differently. However, men may achieve slightly better outcomes than women in the same situations.  Here are some other insights about gender and negotiation: Negotiation styles: Some say that negotiation is a gendered skill, with two main approaches: assertive and communal. Women are more successful when they use the communal approach, but the assertive approach is more commonly available. Negotiation outcomes: Research on competitive business negotiation has found that women are generally less assertive and less... Show more
Negotiation 101 Practice Test: Gender and Negotiation
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20 Questions

1. According to Kolb and Coolidge, during a negotiation men tend to
2. According to Kolb and Coolidge, men use dialogue to convince the other party that their position is the correct one, and to support various tactics and ploys that are used to win points during the discussion.
3. 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
4. Women tend to fare worse on salary negotiations because:
5. Research on gender characteristics in negotiation
6. Stereotypes enhance the performance of female negotiators.
7. According to Kolb and Coolidge, during a negotiation men tend to
8. Women tend to fare worse on salary negotiations because:
9. According to Kolb and Coolidge, men use dialogue to convince the other party that their position is the correct one, and to support various tactics and ploys that are used to win points during the discussion.
10. Using dialogue to convince the other party that their position is correct and to support varioustactics and ploys that are used to win points during the discussion is a characteristic of
11. Which of the following statements about the important factors that affect how women and menapproach negotiations is untrue?
12. Gender is, of course, the primary individual differences with a role in negotiation processesand outcomes.
13. 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
14. In the Ultimatum Game, a comparison of the minimum acceptable amounts stated byrecipients shows that women demanded lower minimum offers than men.
15. In negotiation, approaching the negotiation with a powerful frame of mind can lead to higheroutcomes for the female negotiator who might otherwise be at a disadvantage.
16. Identify the one result from among the following empirical findings on gender differences that - is not true.
17. Which of the following are likely to 'level the playing field' for women who seem to be at a - disadvantage in negotiations?
18. There have been no new research developments in the areas of sex and gender in the lastfew years that give a clearer picture of the underlying psychology of gender in negotiation.
19. Stereotypes enhance the performance of female negotiators.
20. There have been no new research developments in the areas of sex and gender in the lastfew years that give a clearer picture of the underlying psychology of gender in negotiation.

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