Dispute Resolution Exam Practice
Tests
Course Introduction
Dispute Resolution explores the various methods and processes used to resolve conflicts outside of traditional court litigation, such as negotiation, mediation, arbitration, and alternative dispute resolution (ADR) mechanisms. The course examines theoretical frameworks, practical strategies, and ethical issues related to resolving disputes in legal, commercial, and interpersonal contexts. Students will learn foundational skills in communication, problem-solving, and facilitation, gaining insight into choosing the most effective resolution process for different types of conflicts. This course prepares students for real-world scenarios where efficient and amicable dispute resolution is essential.
Recommended Textbook
Essentials of Negotiation 6th Edition by Roy J Lewicki
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12 Chapters
774 Verified Questions
774 Flashcards
Source URL: https://quizplus.com/study-set/3163 Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/62620
Sample Questions
Q1) A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.
A)True
B)False
Answer: False
Q2) The mix of convergent and conflicting goals characterizes many ____________ relationships.
Answer: interdependent
Q3) Negotiation is a process reserved only for the skilled diplomat,top salesperson,or ardent advocate for an organized lobby.
A)True
B)False
Answer: False
Q4) The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.
Answer: dual concerns model
Q5) People ____________ all the time.
Answer: negotiate
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/167436
Sample Questions
Q1) A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
A)True
B)False
Answer: True
Q2) Skilled negotiators may
A)suggest different forms of a potential settlement that are worth about the same to them.
B)recognize that not all issues are worth the same amount to both parties.
C)frequently save a final small concession for near the end of the negotiation to "sweeten" the deal.
D)make the last concession substantial to indicate that "this is the last offer".
E)Skilled negotiators may take all of the above actions.
Answer: E
Q3) List two situations when distributive bargaining strategies are useful.
Answer: When a negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important.
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4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167437
Sample Questions
Q1) What approaches to logrolling can be particularly helpful in the "evaluation and selection of alternatives" phase of integrative negotiation?
Answer: Exploit differences in risk preference,exploit differences in expectations,exploit differences in time preferences.
Q2) A common goal is one in which all parties share the result equally.
A)True
B)False
Answer: True
Q3) Why is analogical learning an especially powerful way to learn about integrative negotiation?
Answer: Analogical learning involves the direct comparison of different negotiation examples to identify and understand the underlying principles and structure of the negotiation.
Q4) A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.
Answer: shared
Q5) _________ interests are related to how the negotiations unfold. Answer: Process
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Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/62617
Sample Questions
Q1) What is a drawback of accommodation strategies?
Q2) What are the most critical precursors for achieving negotiation objectives?
Q3) Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.
True / False Questions
Q4) What are the advantages and disadvantages of large bargaining mixes?
Q5) Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:
A)preparation
B)information gathering
C)relationship building
D)information using E)None of the above
Q6) Without effective planning and target setting,results occur more by ____________ than by negotiator effort.
Q7) What specific steps are entailed in effective planning?
Q8) In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.
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Chapter 5: Perception,cognition,and Emotion
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71 Verified Questions
71 Flashcards
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Sample Questions
Q1) Describe the double-edged effect of overconfidence.
Q2) Parties are likely to assume a particular frame because of one factor. A)True
B)False
Q3) Explain "irrational escalation of commitment."
Q4) Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions. True / False Questions
Q5) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q6) Which of the following is not a cognitive bias?
A)The irrational escalation of commitment
B)The belief that the issues under negotiation are all "fixed pie"
C)The process of anchoring and adjustment in decision making
D)The winner's curse
E)All of the above are cognitive biases.
Q7) Why are mismatches in frames between parties sources of conflicts?
Q8) What is the best remedy for the winner's curse?
Q9) ____________ in frames between parties are sources of conflict.
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/62615
Sample Questions
Q1) Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.
A)True
B)False
Q2) _____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Q3) Gibbons,Bradac,and Busch suggest that threats can be made more credible and more compelling by using A)positively polarized descriptions of the other party.
B)low immediacy.
C)high intensity.
D)low verbal diversity.
E)None of the above can make threats more credible and compelling.
Q4) The use of _____________ ____________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.
Q5) How can using the five linguistic dimensions make threats more credible and compelling?
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167441
Sample Questions
Q1) In his book Managing with Power,Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ____________ __________.
Q2) In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.
Q3) Social structures are inherently inefficient,and this realization creates the basis for legitimate power.
A)True
B)False
Q4) What is the problem of "dancing with elephants"?
Q5) In which of the following five aspects of network structure would you find the role of a gatekeeper?
A)Centrality.
B)Criticality.
C)Flexibility.
D)Visibility.
E)Coalitions.
Q6) Culture-both organizational and national-often translates into deeply embedded structural ____________ in a society.
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Chapter 8: Ethics in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62613
Sample Questions
Q1) Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?
A)Misrepresentation by omission and misrepresentation by commission
B)Misrepresentation by permission and misrepresentation by omission
C)Misrepresentation by admission and misrepresentation by permission
D)Misrepresentation by admission and misrepresentation by commission
E)None of the above forms of deception are used in misrepresenting the common value issuE.
Q2) Studies show that subjects were more willing to lie by omission than by commission.
A)True
B)False
Q3) The use of unethical tactics may provoke what response from the "victim?"
Q4) When using the "intimidation" tactic to detect deception,one should
A)emphasize the futility and impending danger associated with continued deceit.
B)lie to the other to make them believe you have uncovered their deception.
C)play down the significance of any deceptive act.
D)make a no-nonsense accusation of the other.
E)None of the above actions would be used as part of the intimidation tactic.
Q5) What is the implication of the dilemma of honesty?
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62612
Sample Questions
Q1) Give some examples of traits that help influence the definition of a reputation.
Q2) In a relationship,gathering information about the other's ideas,preferences and priorities is often the most important activity.
A)True
B)False
Q3) What key elements become more critical and pronounced when they occur within a negotiation?
A)The agency relationship,the number of negotiation parties,and the role of emotion
B)The agency relationship and the role of trust and fairness
C)The roles of reputation,trust and justice
D)The structure of the constituency and the agency relationship
E)None of the above is key elements in managing negotiations within relationships
Q4) Jeswald Salacuse suggests which rule for negotiating a relationship?
A)Minimize the prenegotiation stage of the relationship
B)Recognize a long-term business deal as a continuing negotiation
C)Eliminate the need for mediation or conciliation
D)End all discussions when the contract is signed
E)Salacuse suggests all of the above rules for negotiating a relationship.
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Page 11
Chapter 10: Multiple Parties and Teams
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62611
Sample Questions
Q1) The Delphi technique may tend to generate compromise settlements rather than truly creative,integrative solutions.
A)True
B)False
Q2) A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.
A)True
B)False
Q3) In what ways do multiparty negotiations differ from two-party deliberations?
Q4) Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.
Q5) Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.
Q6) In multiparty negotiations,multiple parties are negotiating together to achieve a ____________ objective or group consensus.
Q7) Describe a few of the many reasons why an agenda can be an effective decision aid.
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/62610
Sample Questions
Q1) What are Phatak and Habib's immediate context factors?
Q2) Negotiation in risk- _____________ cultures will seek further information and will be more likely to take a wait-and-see stance.
Q3) What is the challenge in using the "adapt to the other party's approach" strategy?
Q4) There are six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations they are: political and legal pluralism,international economics,foreign governments and bureaucracies,instability,ideology,and __________.
Q5) The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.
Q6) What are the disadvantages to using the "induce the other party to use your approach" strategy?
Q7) Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.
A)True
B)False
Q8) How does ideology contribute to making international negotiations difficult?
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/62609
Sample Questions
Q1) Why is a negotiator like an athlete?
Q2) Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry,defensive,or zealously committed to some idea).
Q3) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q4) On the other hand,negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.
A)True
B)False
Q5) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
A)preparation
B)cooperation
C)communication
D)process
E)innovation
Q6) What often happens to negotiators without a strong BATNA?
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