BATNA:

• A) Is unable to protect disputant and his or her team from making irrational choices
• B) Gives the disputant a clear picture of how much ability one has to get ones underlying interests and needs met
• C) Causes undue pressure into settlement
• D) Forbids team to accept a deal better than the BATNA

The mediator’s primary function is to narrow the gap between extreme disputant positions by providing evaluations of the merits of the dispute in:

• A) Nonbinding evaluations
• B) Mediation
• C) Evaluative mediation
• D) Facilitative mediation

Which of the following is due to restricted social roles and is qualified to inherent characteristics.

• A) Attitude
• B) Religion
• C) Behavior
• D) Power

In response to Ali’s request to Ahmad that he takes on duty in the office during lunch, Ahmad refuses and threatens to complaint. This situation represents which of the following negotiating styles?

• A) Integrating
• B) Avoiding
• C) Dominating
• D) Obliging

If an accountant based on his special skills and knowledge influences how junior accountants go about their tasks then which of the following type of power exist?

• A) Reward Power
• B) Coercive Power
• C) Expert Power
• D) Referent Power

An American involved in a negotiation with a Japanese colleague mistakenly attributes to the colleague behavior he has seen in Japanese Kang Fu movies, is an example of _______________ in processes of stereotype confirmation.

• A) Selective weighting processes
• B) Explaining away
• C) Memory Intrusions
• D) Ignoring

Overly emphasizing on a piece of information which may not be so important to determine a certain event is which type of mental process of stereotyping?

• A) Explaining away
• B) Selecting Weighting Processes
• C) Stereotype-consistent perception
• D) Stereotype over interpretation

Who has no independent decision-making power?

• A) Councilor
• B) Mediator
• C) Civil Judge
• D) Advocate

If an American man defines himself as 30 years old, with brown hair, and believing in God and social justice, whereas an East Indian man may be more likely to define himself as a father, New Delhi resident, provider of medical services to the poor, demonstrate which of the following:

• A) Cultural differences in communication and etiquette
• B) Cultural differences in self-concept and identity
• C) Cultural differences in orientation to conflict
• D) Cultural differences in frame and reference

Impressions formed about people who are based upon fitting the person into various categories are a type of impression, called:

• A) Category based processing
• B) Detail processing
• C) Data processing
• D) Systemic processing

Characteristics such as physical appearance, mode of dress, educational level, likeability and emotional stability are important sources of______________

• A) Expert power
• B) Referent power
• C) Normative power
• D) All of the above

If a person who wants to sell a used refrigerator cleans the kitchen to give the potential buyer the impression that the refrigerator has been well cared for shows which of the following type of power?

• A) Normative Power
• B) Coercive Power
• C) Ecological Power
• D) Expert Power

A person who believes that “women are louse drivers” notices only the few women he has seen driving poorly and not the vast majority who drives well, is an example of _______________ in processes of stereotype confirmation.

• A) Ignoring
• B) Selective weighting processes
• C) Memory Intrusions
• D) Explaining away

In response to Ali’s request to Ahmad that he takes on duty in the office during lunch, Ahmad does so. This situation represents which of the following negotiating styles?

• A) Integrating
• B) Obliging
• C) Avoiding
• D) Compromising

An accurate estimate of BATNA:

• A) Prevents team to accept a deal better than the BATNA
• B) Prevents team to make better choices
• C) Allows being unduly pressurized into settlement
• D) Protects disputant from making irrational choices

Which of the following type of powers ______________ becomes problematic when relied on repeatedly over time in a particular relationship. It tends to work for few times but you have to do it repeatedly to produce the same behavior.

• A) Reward power
• B) Normative power
• C) Coercive power
• D) Referent power

The first step to assessing one's best alternative to a negotiated agreement (BATNA) is:

• A) Choosing the best alternative
• B) Assessing the alternatives
• C) Fine tuning the alternatives
• D) Conducting an interest analysis

In which type of mediation, the negotiation process is emphasized, rather than the strengths and weaknesses of the disputants’ cases?

• A) Mediation
• B) Facilitative mediation
• C) Evaluative mediation
• D) Nonbinding evaluations

BATNA assessment must begin with a/an _______________ in order to get the basis of your strategy and your action plans.

• A) Fine-tuning the alternatives
• B) Interest analysis
• C) Brainstorming
• D) Reassessment of alternatives

The fact that men are physically stronger than women leads one man to believe that he can beat any women in a test of strength, is an example of _______________ in processes of stereotype confirmation.

• A) Memory Intrusions
• B) Ignoring
• C) Stereotype over-interpretation
• D) Explaining away