Question 61

Question 61

Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?

    aggressive
    confusing
    contentious
    identifiable
    counter indicating

Question 62

In Ury’s strategy for managing difficult negotiations, he sees five challenges: 1) don’t react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)

    strike back.
    reject the offer.
    give in.
    make it hard to say no.
    break off negotiations.

Question 63

Strategic levers available to help people navigate the shadow negotiation include power moves, appreciative moves and one other of the following.

    collaborative moves
    process moves
    pressure moves
    social moves
    perspective moves

Question 64

A tactic that is ignored is essentially a tactic

    pressed.
    defeated.
    converted.
    exchanged.
    reserved.

 

 

 

 

Question 65

As a party managing a negotiation mismatch, you can respond using which of the following ways?

    Ignore them.
    Respond in kind.
    Call them on it.
    Offer to change to more productive methods.
    Do all of the above.

Question 66

The inaction mediation strategy involves

    mediator application of rewards and inducements to entice the parties into making concessions and agreements.
    trying to force the parties to reduce their levels of aspiration in the absence of perceived potential for an integrative resolution.
    assisting the parties to engage in integrative exchange, as they would in win-win negotiation in the mediator’s absence.
    standing back from the dispute, leaving the parties to work things out on their own.
    The inaction mediation strategy involves all of the above.

Question 67

Intervention by a third party may signal that

    the parties have built a successful relationship.
    the parties have failed to build a relationship or manage their interdependence positively.
    the parties have grown into negotiation partners.
    the parties have successfully resolved a dispute.
    Intervention by a third party signals all of the above.

Question 68

Research studies show that the problem-solving style of mediation

    is a more structured, active approach to resolving conflict.
    leads to more frequent and desirable outcomes.
    produces more positive attitudes toward mediation.
    decreases disputant hostility and the damaging effect of difficult conflicts based on intangible issues.
    Research shows that all of the above are results of the problem-solving style of mediation.

 

 

 

Question 69

Preventive ADR systems

    are mechanisms for the parties to resolve their own disputes without the help of any third party.
    are systems that companies establish to prevent disputes.
    provide a third party neutral who assists the parties in negotiating a resolution.
    use 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.
    None of the above describes preventive ADR systems.

Question 70

Mediators

    have the same power as arbitrators.
    have no formal power over outcomes.
    have the authority to resolve the dispute on their own.
    have the power to impose a solution.
    Mediators have all of the above characteristics.

Question 71

The decision-acceptance effect states that

    if negotiators anticipate that their own failure to agree will lead to a binding arbitrator’s intervention, it may cool their incentive to work seriously for a negotiated settlement.
    when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating.
    as the frequency of arbitration increases, disenchantment with the adequacy and fairness of the process develops, and the parties may resort to other means to resolve their disputes.
    arbitrated disputes may engender less commitment to the settlement than alternative forms of dispute resolution.
    The decision-acceptance effect states all of the above.

Question 72

Brett, Barsness and Goldberg found that mediation, when compared to arbitration,

    was more costly.
    was more time-consuming.
    produced greater disputant satisfaction.
    was more complicated to implement.
    Brett, Barsness and Goldberg found that mediation was all of the above.

 

 

Question 73

In Esser and Marriott’s research study, which type of mediation was found to be the most effective?

    issue identification
    positive framing of the issues
    content mediation
    mediated arbitration
    Esser and Marriott found all of the above to be equally effective.

Question 74

The compensation form of mediation strategy involves

    a high concern for parties’ aspirations and a high perception of common ground.
    a high concern for parties’ aspirations and a low perception of common ground.
    a low concern for parties’ aspirations and a high perception of common ground.
    a low concern for parties’ aspirations and a low perception of common ground.
    The compensation form of mediation strategy involves none of the above.

Question 75

In inquisitorial intervention

    a manager exerts high control over both the process and the decision.
    a manager exerts high control over the decision, but not the process.
    a manager exerts low control over the decision, but high control over the process.
    a manager does not exert control over the decision, and only a small amount of control over the process.
    None of the above describes inquisitorial intervention.


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