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

The propensity to judge people is based on:

• A) Culture
• B) Diversity
• C) Stereotype
• D) Power

According to Deutsch’s model, conflict is either cooperative or………

• A) Competitive
• B) Integrating
• C) Constructive
• D) Compromising

In BATNA assessment process _________________ is an essential step to have a complete list of all available alternatives that might be considered, so that negotiation does not fail to render a favorable agreement.

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

The attribution of gentleness to a woman based on her gender is an example of:

• A) Stereotyping
• B) Culture
• C) Negotiation
• D) Power

Personal power and environmental power are highly related to ______________ stage of BATNA analysis.

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

The tactic of giving the other disputant something of value which is unrelated to the dispute in return for something of value is known as:

• A) Logrolling
• B) Cutting costs
• C) Bridging
• D) Nonspecific compensation

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

In response to concerns raised by Ali to his colleague Ahmad about who should take on phone duty in the office, Ahmad says nothing and pretends he never spoke to him. This situation represents which of the following negotiating styles?

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

The type of power to influence others which is held by attraction is called:

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

A document memorizing an agreement worked out in mediation, generally not considered binding is known as:

• A) All of the above
• B) Memorandum of settlement
• C) Memorandum of agreement
• D) Memorandum of understanding

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

It is a __________ issue when cultural, racial, ethnic or gender-based inequalities in power affect the process and outcome of a conflict.

• A) Cultural
• B) Power
• C) Stereotyping
• D) Diversity

Stereotyping is more likely to occur in situations of __________.

• A) No stressful situations
• B) Fatigue
• C) All of the given options
• D) Familiarity with the other person

Which group of stereotyping based on the attribution of thoughts, qualities, behaviors and attitudes to others?

• A) Religious group
• B) Ethnic group
• C) Cultural group
• D) Social group

Which one of the following statement is most relevant to the BATNA?

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

In assessing the BATNA:

• A) Brainstorming the alternatives to a negotiated agreement comes before regular assessment of BATNA
• B) We can access BATNA in any order
• C) Interest analysis comes after choosing the alternative of ways of negotiation
• D) Fine-tunes the alternatives comes after the realistic assessment of each alternative

Which of the following types of power _______________ has the tendency to lead to conflict escalation and the creation of destructive competition cycle?

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

The major problem with relying on BATNAs is that:

• A) They are not useful
• B) Using them almost invariably causes conflict to escalate out of control
• C) They can sometimes be very expensive or hard to determine accurately
• D) Using them often leads to poor outcomes

Ayesha, a new employee, seemed aloof and withdrawn and did not improve her job skills as expected. Her supervisor, without a personal history of experience with racial discrimination, attributed Ayesha’s difficulties on the job as personality conflicts and motivational problems, demonstrate which of the following:

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