Question 1

Power tactics may be most useful when:

Accepted Answer

A)  the other party refuses to negotiate 
B)  negotiations are proceeding rapidly 
C)  threats are not perceived as credible 
D)  risk is low 
A)  the other party refuses to negotiate 
B)  negotiations are proceeding rapidly 
C)  threats are not perceived as credible 
D)  risk is low A

Question 2

What are the reasons to use a third party?

Accepted Answer

The emotional level between the parties is high, with lots of anger and frustration, communication between the parties is poor or has completely broken down, behaviour is negative (such as name calling), the parties disagree about what information is necessary, available or required, differences in interests appear to be irreconcilable, negotiations have broken down and there is an impasse.

Question 3

Managers use one of three dominant styles when intervening in a subordinate conflict.

Accepted Answer

A) True 
 B)False  True

Question 4

Parties who focus on rights and power are often able to find ways to resolve that dispute.

Accepted Answer

A) True 
 B)False

Question 5

A(n) _ is a third party who takes control of shaping and determining an outcome.

Accepted Answer

A)  Justice of the peace 
B)  Reconciliatory 
C)  Mediator 
D)  Arbitrator 
A)  Justice of the peace 
B)  Reconciliatory 
C)  Mediator 
D)  Arbitrator

Question 6

Med-arb tends to work best in cases where the parties are expecting final offer arbitration because they realize that mediation is their best opportunity for compromise.

Accepted Answer

A) True 
 B)False

Question 7

In the arbitration-mediation process the third party begins by:

Accepted Answer

A)  holding an arbitration hearing and making a decision, which is placed in a sealed envelope and is not revealed to the parties 
B)  mediating the negotiation 
C)  offering to meet with each party separately to determine if compromise is possible 
D)  attempts to reconcile the differences between the two parties and bring their objectives closer together 
A)  holding an arbitration hearing and making a decision, which is placed in a sealed envelope and is not revealed to the parties 
B)  mediating the negotiation 
C)  offering to meet with each party separately to determine if compromise is possible 
D)  attempts to reconcile the differences between the two parties and bring their objectives closer together

Question 8

The final phase of an arb-med process is called:

Accepted Answer

A)  the arbitration phase 
B)  the impasse 
C)  the ruling phase 
D)  the imposition 
A)  the arbitration phase 
B)  the impasse 
C)  the ruling phase 
D)  the imposition

Question 9

When using arbitration to settle disputes, control over the process is:

Accepted Answer

A)  given to the arbitrator 
B)  given to the government 
C)  given to a mediator 
D)  given to the parties themselves 
A)  given to the arbitrator 
B)  given to the government 
C)  given to a mediator 
D)  given to the parties themselves

Question 10

In their study, Ury, Brett, and Goldberg found that most negotiations cycled through three strategies
- interests, rights, and power- during the same encounter.

Accepted Answer

A) True 
 B)False

Question 11

In matters of public importance, which approach is most likely necessary?

Accepted Answer

A)  A rights-based approach 
B)  A power-based approach 
C)  An interests-based approach 
D)  A relationship-based approach 
A)  A rights-based approach 
B)  A power-based approach 
C)  An interests-based approach 
D)  A relationship-based approach

Question 12

When a mediator is asked to assist in dispute resolution, the outcome is determined by:

Accepted Answer

A)  the government 
B)  an arbitrator 
C)  the parties themselves 
D)  the mediator 
A)  the government 
B)  an arbitrator 
C)  the parties themselves 
D)  the mediator

Question 13

Which of the following is a hybrid approach combines the flexible and creative facets of mediation with the finality of binding adjudication?

Accepted Answer

A)  Neg-Arb 
B)  Arb-Med 
C)  Med-Arb 
D)  Union arbitration 
A)  Neg-Arb 
B)  Arb-Med 
C)  Med-Arb 
D)  Union arbitration

Question 14

Of the following management styles used during conflict intervention, which is the most common?

Accepted Answer

A)  Adversarial intervention 
B)  Providing impetus 
C)  Inquisitorial intervention 
D)  Providing outcomes 
A)  Adversarial intervention 
B)  Providing impetus 
C)  Inquisitorial intervention 
D)  Providing outcomes

Question 15

Negotiators focus on power when they strive to learn about the other party's interests and priorities as a way to work toward a mutually satisfying agreement that creates value.

Accepted Answer

A) True 
 B)False

Question 16

An arbitrator is a third party who works toward helping disputing parties creating solution themselves by facilitating communication and dispute resolution techniques among the parties.

Accepted Answer

A) True 
 B)False

Question 17

Mediation is more often successful in the all the following situations, except:

Accepted Answer

A)  the issues do not involve a basic conflict of values 
B)  the level of conflict is moderate and not excessively high 
C)  the positions of both parties are understood by only one party 
D)  both parties are motivated to settle 
A)  the issues do not involve a basic conflict of values 
B)  the level of conflict is moderate and not excessively high 
C)  the positions of both parties are understood by only one party 
D)  both parties are motivated to settle

Question 18

A manager using an adversarial intervention exerts high control over both the process and the decision.

Accepted Answer

A) True 
 B)False

Question 19

Outline how interests, rights, and power lead to different discussions between parties.

Accepted Answer

Different approaches are likely to lead

Question 20

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?

Accepted Answer

A)  Interests, information, and effectiveness. 
B)  Effectiveness, coercion, and deception. 
C)  Deception, reward, and position. 
D)  Interests, rights, and power. 
A)  Interests, information, and effectiveness. 
B)  Effectiveness, coercion, and deception. 
C)  Deception, reward, and position. 
D)  Interests, rights, and power.

Power tactics may be most useful when:

What are the reasons to use a third party?

Managers use one of three dominant styles when intervening in a subordinate conflict.

Parties who focus on rights and power are often able to find ways to resolve that dispute.

A(n) _ is a third party who takes control of shaping and determining an outcome.

Med-arb tends to work best in cases where the parties are expecting final offer arbitration because they realize that mediation is their best opportunity for compromise.

In the arbitration-mediation process the third party begins by:

The final phase of an arb-med process is called:

When using arbitration to settle disputes, control over the process is:

In their study, Ury, Brett, and Goldberg found that most negotiations cycled through three strategies - interests, rights, and power- during the same encounter.

In matters of public importance, which approach is most likely necessary?

When a mediator is asked to assist in dispute resolution, the outcome is determined by:

Which of the following is a hybrid approach combines the flexible and creative facets of mediation with the finality of binding adjudication?

Of the following management styles used during conflict intervention, which is the most common?

Negotiators focus on power when they strive to learn about the other party's interests and priorities as a way to work toward a mutually satisfying agreement that creates value.

An arbitrator is a third party who works toward helping disputing parties creating solution themselves by facilitating communication and dispute resolution techniques among the parties.

Mediation is more often successful in the all the following situations, except:

A manager using an adversarial intervention exerts high control over both the process and the decision.

Outline how interests, rights, and power lead to different discussions between parties.

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 9: The Dynamics of Disputes and Third-Party Help

Power tactics may be most useful when:

What are the reasons to use a third party?

Managers use one of three dominant styles when intervening in a subordinate conflict.

Parties who focus on rights and power are often able to find ways to resolve that dispute.

A(n) _ is a third party who takes control of shaping and determining an outcome.

Med-arb tends to work best in cases where the parties are expecting final offer arbitration because they realize that mediation is their best opportunity for compromise.

In the arbitration-mediation process the third party begins by:

The final phase of an arb-med process is called:

When using arbitration to settle disputes, control over the process is:

In their study, Ury, Brett, and Goldberg found that most negotiations cycled through three strategies - interests, rights, and power- during the same encounter.

In matters of public importance, which approach is most likely necessary?

When a mediator is asked to assist in dispute resolution, the outcome is determined by:

Which of the following is a hybrid approach combines the flexible and creative facets of mediation with the finality of binding adjudication?

Of the following management styles used during conflict intervention, which is the most common?

Negotiators focus on power when they strive to learn about the other party's interests and priorities as a way to work toward a mutually satisfying agreement that creates value.

An arbitrator is a third party who works toward helping disputing parties creating solution themselves by facilitating communication and dispute resolution techniques among the parties.

Mediation is more often successful in the all the following situations, except:

A manager using an adversarial intervention exerts high control over both the process and the decision.

Outline how interests, rights, and power lead to different discussions between parties.

Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters