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

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

In a settlement agreement which maximizes resources by allocating them to those who value them most, this form of efficiency is known as:

• A) Para-efficiency
• B) Inefficiency
• C) Pareto-efficiency
• D) Resource allocation

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

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

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

Stereotypes are often:

• A) Accurate but may result in leading towards a wrong direction
• B) Wrong, leading to strategic errors
• C) Wrong but may result in leading to a right direction
• D) Accurate, leading a right decision

Which of the following is an ability to influence others based on charisma and attractiveness?

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

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

The success of __________ style is dependent upon a free flow of information.

• A) Cooperative versus competitive
• B) Usefulness in inducing cooperation
• C) Self-protectiveness
• D) Mutual & unilateral

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

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

The most efficient negotiation style in terms of meeting everyone's underlying interests and needs is called:

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

Mediation is distinguished from other ADR processes in what way(s)?

• A) In mediation, the neutral issues a decision
• B) In mediation, the disputants retain the power to settle or not
• C) Both 2 and 3 are correct
• D) In mediation, the neutral does not issue a decision

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) Facilitative mediation
• C) Mediation
• D) Evaluative mediation

Issues which arise from the unwarranted belief that someone from a different culture is exactly like you are:

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

Which of the following is known as context dependent?

• A) Peace
• B) Time
• C) Power
• D) Comfort

All of the following are tactics used in integrating EXCEPT:

• A) Expanding the pie
• B) Undercutting
• C) Bridging
• D) Logrolling

Which of the following power has ability to disempower to the others?

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

Overly emphasizing on a piece of information which is consistent with the perceived information and ignoring the one which is not consistent is which type of mental process of stereotyping?

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

Impressions formed about people that are formed from scratch are a type of impression called:

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

A disputant tries to get the other disputant to agree to his/her terms by threatening litigation, is one of the examples of:

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

If an interpersonal conflict involves a negotiated rulemaking to create regulations for pollution control in which various municipalities, state agents, and advocacy groups consider themselves stakeholders, typically involve which of the following:

• A) Nonbinding evaluation
• B) Facilitation process
• C) Conciliation process
• D) Settlement conference