Which of the Following Statements About Personality Traits in Negotiations

question 70

Multiple Choice

Which of the following statements about personality traits in negotiations is FALSE?

• A)Negotiators who are agreeable or extraverted are not very successful in distributive bargaining.
• B)The best distributive bargainers appear to be disagreeable introverts.
• C)Research shows that intelligence strongly predicts negotiation effectiveness.
• D)We can all learn to be better negotiators.

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Definitions:

Frame of Reference Training

Training designed to help individuals understand their own perspectives and biases and to appreciate differences among people.

Performance Dimensions

These are the specific criteria or areas on which an individual’s or organization’s performance is evaluated or measured.

Critical Incident Method

The critical incident method relies on instances of especially good or poor performance on the part of the employee.

Formal

described as activities, processes, or behaviors that are officially sanctioned and structured within an organization or institution.