Exam 19: Third Party Approaches to Managing Difficult Negotiations

Even if the relationship between the parties is so damaged that future exchanges would be highly problematic,third parties may enable the negotiating parties to reduce hostility levels and achieve some closure on the key issues.

In providing impetus,the manager

If negotiators anticipate that the arbitrator will split the difference,then it is in their best interest to maintain an extreme,hard-line position because difference splitting is more likely to result in the hard-liner's favor.

The involvement of third parties signals that the negotiation process has stalled.

Carnevale and Conlon suggest that mediator bias has what two forms?

As a rule of thumb,interventions that are not sanctioned by the parties-or reinforced by a third party's expertise,friendship,or authority-are ____________ and ____________.

Parties who are in disputes that are marked by __________ tend to respond well to forceful,proactive mediation behaviors.

According to Zubek,Pruitt,Pierce,McGillicuddy and Syna,mediator behaviors negatively and unrelated to mediation success include:

Mediators

What is Gibson,Thompson and Bazerman's "symmetric prescriptive advice" for mediators?

Research examining how managers behave has shown that they claim to prefer mediation as a third-party style but it is not clear that managers actually use mediation unless they are specifically trained in the process.

Advisory ADR uses the technical expertise of a third party to determine the facts in a specific situation and how the facts should be interpreted in the case.

Pinkley and her associates found evidence that judgments along what five key dimensions could account for a manager's choice of intervention?

Process consultants assume that teaching the parties how to manage conflict more productively and effectively will lead them to produce better ____________.

What is the major difference between mediation and arbitration?

Interventions may never be imposed on negotiators-negotiators themselves must request all forms of third-party intervention.

Mediation is less intrusive than arbitration in that negotiators surrender control over the processes and the outcomes.

Disputants in low-hostility situations tend to respond better to a less active,more facilitative mediator approach.

As a method of third-party intervention,____________ is likely to lead to situations in which disputants are less than fully committed to following through,especially if they feel dissatisfied with the arbitrator's decision.

The compensation form of mediation strategy involves