In stereotyping, when we get information which is not consistent with our own perceived views, and we try to prove that information wrong and reconfirm our own views then we are:

• A) Ignoring
• B) Challenging
• C) Memory intrusion
• D) Explaining away

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

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) Reassessment of alternatives
• D) Brainstorming

Basic negotiation styles include all of the following EXCEPT:

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

An accurate estimate of BATNA:

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

Of the five negotiating styles, the __________style represents a low level of concern for self and a high level of concern for others.

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

Stereotyping is more likely to occur in situations of:

• A) Logically presenting a situation
• B) Familiarity with the other person
• C) Relaxed situations
• D) Fatigue

If a leader can influence a follower’s behavior by awarding a bonus, or taking away perks then which of the following type of power exist?

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

Which of the following power is the flip side of Coercive power?

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

Of the five negotiating styles, the __________style represents a high level of concern for both self and others.

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

Which of the following are two styles of mediation?

• A) Evaluative/Meditative
• B) Facilitative/Evaluative
• C) Cooperative/Facilitative
• D) Cooperative/Evaluative

If a lawyer underestimates his opponents ability to negotiate effectively for her client because he consider women as soft and accommodating, is an example of:

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

Mediation skills can be employed in which of the following contexts:

• A) After a conflict to promote implementation modalities and agreements
• B) All of the above
• C) During a conflict through peacemaking activities
• D) Prior to conflict through preventive diplomacy

The power to impose negative, damaging or unpleasant consequences on someone else, is known as:

• A) Normative power
• B) Coercive power
• C) Referent power
• D) All of the given options

If a person believe that he/she cannot affect the outcomes, he/she is most likely to adopt which type of negotiation style?

• A) Compromising style
• B) Integrating or cooperative style
• C) Obliging or accommodating style
• D) Avoiding Style

A high school student sits down with two others to help them stop fighting, many miles away is an example of:

• A) Conciliation
• B) Negotiation
• C) Mediation
• D) Arbitration

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

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

In recognition of the fact that, as administrative assistants, both Ali and Ahmad are overqualified to answer phones, they agreed to approach their supervisor mutually to ask him to assign phone duty to an employee of lower rank. This situation represents which of the following negotiating styles?

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

BATNA is an abbreviation of:

• A) Best Alternative to a Negotiated Arrangement
• B) Best Alternative to a Negotiated Assignment
• C) Best Alternative to a Negotiated Agreement
• D) Best Alternative to a Negotiated Argument

Of the five negotiating styles, the __________style represents a high level of concern for self and low level of concern for others.

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