Which of the Following Is True About Personality and Negotiating

question 6

Multiple Choice

Which of the following is true about personality and negotiating behavior?

• A)Negotiators who think they are competitive are more likely to use ethically questionable tactics than those who think they are cooperative.
• B)Competitive negotiators are just as ethical as cooperative negotiators when dealing with other cooperative individuals.
• C)Cooperative negotiators use less deceptive tactics than others when negotiating with competitive opponents.
• D)High Machiavellians are highly selective when it comes to the deceptive tactics that they use.

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Definitions:

Mechanistic Perspective

A viewpoint in organizational theory that sees organizations as machine-like, with highly organized, rigid, and controlled structures.

Study of Motivation

The research and analysis of what compels individuals to take action, make decisions, and achieve personal and professional goals.

Motivating Employees

The process of encouraging employees to perform their best by fulfilling their needs and aspirations.

Basic Categories

Fundamental classifications or groupings used to organize and simplify concepts or objects.