Question 1

Mediators' interventions are most likely to propose fixed-pie solutions when the negotiators' relationship is positive and genuine.

Accepted Answer

A) True 
 B)False  False

Question 2

In general,disputants tend to underestimate the extent to which their beliefs are shared by a third party.

Accepted Answer

A) True 
 B)False  False

Question 3

Which of the following is an example of an informal third-party role?

Accepted Answer

A)  the U.S. imposing ceasefire over the India-Pakistan conflict over Kashmir 
B)  an employee intervening in a dispute between two colleagues 
C)  a marriage counselor facilitating a discussion of a couple's marital problems 
D)  the U.S. hosting a peace conference between rival factions in a civil war in an African nation 
A)  the U.S. imposing ceasefire over the India-Pakistan conflict over Kashmir 
B)  an employee intervening in a dispute between two colleagues 
C)  a marriage counselor facilitating a discussion of a couple's marital problems 
D)  the U.S. hosting a peace conference between rival factions in a civil war in an African nation B

Question 4

Which of the following examples indicates the use of the formulation style by a mediator?

Accepted Answer

A)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, offered the delegation leaders of both sides nearly $50 million in annual aid if they did reach an agreement. 
B)  During the 1992 crisis between Liberia and Sierra Leone, the Economic Community of West African States (ECOWAS) successfully structured the bargaining process and proposed the outcome to which the parties ultimately agreed. 
C)  During the 1990 crisis between India and Pakistan, the U.S. delegation to Pakistan communicated that Pakistan's military was inferior and that the United States did not intend to help Pakistan in a war. 
D)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, threatened to hold captive the delegation leaders of both sides if they did not reach agreement. 
A)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, offered the delegation leaders of both sides nearly $50 million in annual aid if they did reach an agreement. 
B)  During the 1992 crisis between Liberia and Sierra Leone, the Economic Community of West African States (ECOWAS) successfully structured the bargaining process and proposed the outcome to which the parties ultimately agreed. 
C)  During the 1990 crisis between India and Pakistan, the U.S. delegation to Pakistan communicated that Pakistan's military was inferior and that the United States did not intend to help Pakistan in a war. 
D)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, threatened to hold captive the delegation leaders of both sides if they did not reach agreement.

Question 5

Adrian is pursuing a constructive dismissal dispute with his former employers,Chiles Properties.They both agree to opt for a final-offer arbitration process to resolve their dispute.Which of the following best ensures that Adrian's interests are well served?

Accepted Answer

A)  Adrian should come up with a final settlement proposal that the arbitrator will consider to be fairer than that of Chiles Properties. 
B)  Adrian should drive a hard bargain and insist on the best possible settlement terms in his final proposal to the arbitrator. 
C)  Adrian should adopt settlement terms that are slightly more favorable to Chiles Properties than himself. 
D)  Adrian should compose his settlement proposal such that it shows his former employers in an unfavorable light. 
A)  Adrian should come up with a final settlement proposal that the arbitrator will consider to be fairer than that of Chiles Properties. 
B)  Adrian should drive a hard bargain and insist on the best possible settlement terms in his final proposal to the arbitrator. 
C)  Adrian should adopt settlement terms that are slightly more favorable to Chiles Properties than himself. 
D)  Adrian should compose his settlement proposal such that it shows his former employers in an unfavorable light.

Question 6

The tendency for disputants to exaggerate their demands and reduce their level of concession making is known as ________.

Accepted Answer

A)  the propinquity effect 
B)  concision 
C)  prior restraint 
D)  the chilling effect 
A)  the propinquity effect 
B)  concision 
C)  prior restraint 
D)  the chilling effect

Question 7

________ is a style of third-party intervention that involves a substantive contribution by the third party to negotiations by conceiving and proposing new solutions.

Accepted Answer

A)  Facilitation 
B)  Manipulation 
C)  Imposition 
D)  Formulation 
A)  Facilitation 
B)  Manipulation 
C)  Imposition 
D)  Formulation

Question 8

Which of the following is true of mediation-arbitration?

Accepted Answer

A)  Mediation-arbitration consists of two phases that are conducted concurrently. 
B)  At the end of the first phase, the third party makes a decision, which is not revealed to the parties. 
C)  The first phase consists of an arbitration held by the third party. 
D)  The same third party acts as both mediator and arbitrator during the mediation-arbitration process. 
A)  Mediation-arbitration consists of two phases that are conducted concurrently. 
B)  At the end of the first phase, the third party makes a decision, which is not revealed to the parties. 
C)  The first phase consists of an arbitration held by the third party. 
D)  The same third party acts as both mediator and arbitrator during the mediation-arbitration process.

Question 9

The exaggeration of conflict bias occurs when parties on both sides of a conflict view an even-handed media report to be partial to the other side.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following examples indicates the use of the facilitation style by a mediator?

Accepted Answer

A)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, offered the delegation leaders of both sides nearly $50 million in annual aid if they did reach an agreement. 
B)  During the 1992 crisis between Liberia and Sierra Leone, the Economic Community of West African States (ECOWAS) successfully structured the bargaining process and proposed the outcome to which the parties ultimately agreed. 
C)  During the 1990 crisis between India and Pakistan, the U.S. delegation to Pakistan communicated that Pakistan's military was inferior and that the United States did not intend to help Pakistan in a war. 
D)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, threatened to hold captive the delegation leaders of both sides if they did not reach agreement. 
A)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, offered the delegation leaders of both sides nearly $50 million in annual aid if they did reach an agreement. 
B)  During the 1992 crisis between Liberia and Sierra Leone, the Economic Community of West African States (ECOWAS) successfully structured the bargaining process and proposed the outcome to which the parties ultimately agreed. 
C)  During the 1990 crisis between India and Pakistan, the U.S. delegation to Pakistan communicated that Pakistan's military was inferior and that the United States did not intend to help Pakistan in a war. 
D)  During the 1972 crisis between North Yemen and South Yemen, the mediator, Colonel Moammar Qaddhafi of Libya, threatened to hold captive the delegation leaders of both sides if they did not reach agreement.

Question 11

________ is a procedure whereby a third party assists disputants in achieving a voluntary settlement,but cannot impose a settlement on the disputants.

Accepted Answer

A)  Arbitration 
B)  Mediation 
C)  Litigation 
D)  Adjudication 
A)  Arbitration 
B)  Mediation 
C)  Litigation 
D)  Adjudication

Question 12

A mediator has process control,but no outcome control.

Accepted Answer

A) True 
 B)False

Question 13

________ occurs when the mediator uses his or her position and leverage to influence the bargaining process,such as by offering incentives or even threats.

Accepted Answer

A)  Formulation 
B)  Manipulation 
C)  Pacification 
D)  Facilitation 
A)  Formulation 
B)  Manipulation 
C)  Pacification 
D)  Facilitation

Question 14

The greatest benefit of arbitration-mediation is that ________.

Accepted Answer

A)  it encourages disputants to settle their differences themselves 
B)  each side has an incentive to shape the arbitrator's final judgment by submitting an offer that is self-serving 
C)  it produces a high settlement rate (typically 60-80%), though settlement is not guaranteed 
D)  the parties involved are motivated to submit a settlement that will be viewed as most fair in the eyes of the arbitrator 
A)  it encourages disputants to settle their differences themselves 
B)  each side has an incentive to shape the arbitrator's final judgment by submitting an offer that is self-serving 
C)  it produces a high settlement rate (typically 60-80%), though settlement is not guaranteed 
D)  the parties involved are motivated to submit a settlement that will be viewed as most fair in the eyes of the arbitrator

Question 15

Which of the following third-party intervention styles is characterized by mediators who serve as a channel of communication among disputing parties?

Accepted Answer

A)  formulation 
B)  manipulation 
C)  facilitation 
D)  imposition 
A)  formulation 
B)  manipulation 
C)  facilitation 
D)  imposition

Question 16

Arbitration may or may not produce a settlement.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is an example of defensive behavior by a disputing party in a mediation process?

Accepted Answer

A)  insisting on holding mediation talks at a place of their choosing 
B)  attempting to replace a mediator with one who is more likely to favor them 
C)  bribing a mediator to act favorably toward them 
D)  objecting to the counterparty's wishes to reschedule mediation talks 
A)  insisting on holding mediation talks at a place of their choosing 
B)  attempting to replace a mediator with one who is more likely to favor them 
C)  bribing a mediator to act favorably toward them 
D)  objecting to the counterparty's wishes to reschedule mediation talks

Question 18

A mediator ________.

Accepted Answer

A)  has process control but not outcome control 
B)  does not have outcome control and process control 
C)  has outcome control but not process control 
D)  has both outcome control and process control 
A)  has process control but not outcome control 
B)  does not have outcome control and process control 
C)  has outcome control but not process control 
D)  has both outcome control and process control

Question 19

Third parties should not let the desperation of the negotiators narrow their own view of the possibilities for integrative agreement.

Accepted Answer

A) True 
 B)False

Question 20

Mediators who are manipulators occasionally reveal information they have gathered independently and thereby clarify misconceptions.

Accepted Answer

A) True 
 B)False

Mediators' interventions are most likely to propose fixed-pie solutions when the negotiators' relationship is positive and genuine.

In general,disputants tend to underestimate the extent to which their beliefs are shared by a third party.

Which of the following is an example of an informal third-party role?

Which of the following examples indicates the use of the formulation style by a mediator?

Adrian is pursuing a constructive dismissal dispute with his former employers,Chiles Properties.They both agree to opt for a final-offer arbitration process to resolve their dispute.Which of the following best ensures that Adrian's interests are well served?

The tendency for disputants to exaggerate their demands and reduce their level of concession making is known as ________.

________ is a style of third-party intervention that involves a substantive contribution by the third party to negotiations by conceiving and proposing new solutions.

Which of the following is true of mediation-arbitration?

The exaggeration of conflict bias occurs when parties on both sides of a conflict view an even-handed media report to be partial to the other side.

Which of the following examples indicates the use of the facilitation style by a mediator?

________ is a procedure whereby a third party assists disputants in achieving a voluntary settlement,but cannot impose a settlement on the disputants.

A mediator has process control,but no outcome control.

________ occurs when the mediator uses his or her position and leverage to influence the bargaining process,such as by offering incentives or even threats.

The greatest benefit of arbitration-mediation is that ________.

Which of the following third-party intervention styles is characterized by mediators who serve as a channel of communication among disputing parties?

Arbitration may or may not produce a settlement.

Which of the following is an example of defensive behavior by a disputing party in a mediation process?

A mediator ________.

Third parties should not let the desperation of the negotiators narrow their own view of the possibilities for integrative agreement.

Mediators who are manipulators occasionally reveal information they have gathered independently and thereby clarify misconceptions.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Negotiating a Job Offer

Filters

Exam 15: Third-Party Intervention

Mediators' interventions are most likely to propose fixed-pie solutions when the negotiators' relationship is positive and genuine.

In general,disputants tend to underestimate the extent to which their beliefs are shared by a third party.

Which of the following is an example of an informal third-party role?

Which of the following examples indicates the use of the formulation style by a mediator?

Adrian is pursuing a constructive dismissal dispute with his former employers,Chiles Properties.They both agree to opt for a final-offer arbitration process to resolve their dispute.Which of the following best ensures that Adrian's interests are well served?

The tendency for disputants to exaggerate their demands and reduce their level of concession making is known as ________.

________ is a style of third-party intervention that involves a substantive contribution by the third party to negotiations by conceiving and proposing new solutions.

Which of the following is true of mediation-arbitration?

The exaggeration of conflict bias occurs when parties on both sides of a conflict view an even-handed media report to be partial to the other side.

Which of the following examples indicates the use of the facilitation style by a mediator?

________ is a procedure whereby a third party assists disputants in achieving a voluntary settlement,but cannot impose a settlement on the disputants.

A mediator has process control,but no outcome control.

________ occurs when the mediator uses his or her position and leverage to influence the bargaining process,such as by offering incentives or even threats.

The greatest benefit of arbitration-mediation is that ________.

Which of the following third-party intervention styles is characterized by mediators who serve as a channel of communication among disputing parties?

Arbitration may or may not produce a settlement.

Which of the following is an example of defensive behavior by a disputing party in a mediation process?

A mediator ________.

Third parties should not let the desperation of the negotiators narrow their own view of the possibilities for integrative agreement.

Mediators who are manipulators occasionally reveal information they have gathered independently and thereby clarify misconceptions.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Negotiating a Job Offer

Filters