1- A distributive bargaining strategy is most appropriate to use when

• both the parties are in a winwin situation.

• time is plenty.

• creativity is required to solve a problem.

• short-term goals are more important than building long-term relationships

2-Which of the following statements accurately describes the BATNA?

• It is a method by which we manage expectations and maximize competitiveness.

• It is the stage in negotiation during which the terms of an agreement are formalized.

• It is a written agreement that ensures commitment to what was negotiated.

• It is the best outcome a negotiating party can get should the negotiation neither occur nor conclude.

3- Which of the following is an effective practice in a negotiation?

• avoiding emotions altogether during the process of negotiation

• taking the attention away from the data and premises within a frame

• making statements that are "you" based rather than "I" based

• asking questions to the other party as a means to clarify communication

4- Which of the following is a principle of successful negotiation?

• adopting a winwin attitude

• refraining from separating people from their problems

• focusing on the past

• setting a low BATNA

5- Which of the following statements is true of third-party negotiators?

• they help the negotiating parties develop criteria and solutions from an emotional perspective.

• they take sides of the negotiating parties and dictate their actions.

• they bring in their experience, expertise, models, and templates into negotiations.

• they help the negotiators arrive at a solution faster as they have personal interests in the outcome of the negotiations.

6- Which of the following statements accurately brings out the disadvantage of using an arbitrator in negotiations?

• Arbitrators have no legal power to bind both parties in a negotiation to an agreement.

• Arbitration is less cost-effective and time-effective than litigation.

• Neither party is involved in generating the solution that the arbitrator provides.

• Arbitrators have vested interests in the outcome of negotiations.

7- The two main factors to be considered when selecting one of the five conflict management strategies are your goals and the

• varied work styles pursued by you.

• importance of relationships to you.

• responsibilities allocated to you.

• resources available to you.

8- The collaboration strategy for conflict resolution is

• an "I win, you lose" strategy.

• a "you win and I lose" strategy.

• the ultimate "winwin" strategy.

• the political equivalent of a "win some, lose some" strategy.