Deck 8: Negotiation Power and Persuasion

Question 1

Starting a negotiation by conveying your own power to coerce the other party could bring a quick settlement if your threat is real and credible.

Answer 1

True

Question 2

In their study, Ury, Brett, and Goldberg found that most negotiations cycled through three strategies- perceptions, rules and process-during the same encounter.

Answer 2

False

Question 3

Parties who focus on interests in a dispute are often able to find ways to resolve that dispute.

Answer 3

True

Question 4

Med-Arb and Arb-Med are essentially the same processes.

Question 5

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.

Question 6

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

Question 7

There are never times when negotiations break down and negotiators are unable to reach an agreement on their own.

Question 8

When negotiations are unable to reach an agreement on their own, it is a good idea to rethink your position.

Question 9

The mediator's actions will still be trusted if the mediator favours the other party.

Question 10

The term alternative dispute resolution is commonly used to refer to third-party approaches to resolving disputes.

Question 11

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

Question 12

A power negotiator is a third party who takes control of shaping and determining an outcome.

Question 13

When one person or party makes a claim or demand on another person or party, and that claim is rejected, we can say that a power imbalance has emerged.

Question 14

Managers are frequently involved in the handling of disputes between subordinates and colleagues.

Question 15

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

A) interests, information, effectiveness.
B) effectiveness, coercion, deception.
C) interests, rights, power.
D) deception, reward, position.
E) information, position, rights.

Question 16

If you have more power than your opponenet then using your power means that you will always win.

Question 17

The use of power comes at a cost, and sometimes when you use it you win, you also lose.

Question 18

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

Question 19

When a manager provides impetus he exerts his control over the situation.

Question 20

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

Question 21

What are the reasons to use a third party?

Question 22

Define the term dispute.

Question 23

Mediation is more often successful under what conditions?

Question 24

How can the use of threats be effective?

Question 25

The major advantage of arbitration is:

A) the negotiation or dispute ends with a final solution
B) the solution is usually binding
C) the solution is seen as credible
D) the costs of prolonging the dispute are avoided
E) All of the answers are correct

Question 26

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

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

Question 27

Third-party help can be used for which of the following reasons except?

A) the emotional level between the parties is high, with lots of anger and frustration
B) communication between the parties is poor or has completely broken down
C) behaviour is positive
D) the parties disagree about what information is necessary, available, or required
E) differences in interests appear to be irreconcilable

Question 28

Which of the following is not a style used regularly by managers?

A) Mediational intervention
B) Inquisitorial intervention
C) Adversarial intervention
D) Providing impetus
E) All of the answers are correct

Question 29

What criteria should be considered when deciding to focus on interests, rights, and power?

A) transaction costs
B) satisfaction with outcomes
C) effect on the relationship
D) likelihood of recurrence
E) All of the answers are correct

Question 30

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

Question 31

Discuss why mediational intervention is not used by many managers.