Dispute Resolution Exam
Solutions
Course Introduction
Dispute Resolution explores the theories, principles, and practical techniques involved in resolving conflicts outside of traditional courtroom litigation. The course examines various methods such as negotiation, mediation, arbitration, and alternative dispute resolution (ADR), emphasizing the strengths and limitations of each approach. Students will learn about the legal frameworks governing dispute resolution, ethical considerations, and the skills necessary to effectively manage and resolve disputes in diverse settings, including commercial, workplace, community, and international contexts. Through case studies and role-playing exercises, the course equips students with practical tools to facilitate communication, build consensus, and achieve mutually beneficial outcomes.
Recommended Textbook
Essentials of Negotiation 5th Edition by Roy Lewicki
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776 Verified Questions
776 Flashcards
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Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
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Sample Questions
Q1) In the Dual Concerns Model,the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the A) cooperativeness dimension and the competitiveness dimension. B) the assertiveness dimension and the competitiveness dimension.
C) the competitiveness dimension and the aggressiveness dimension.
D) the cooperativeness dimension and the assertiveness dimension.
E) None of the above.
Answer: D
Q2) The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.
Answer: destructive
Q3) How does decreased communication contribute as one of the destructive images of conflict in a negotiation?
Answer: Productive communication declines with conflict.Parties communicate less with those who disagree with them,and more with those who agree.The communication that does occur is often an attempt to defeat,demean,or debunk the other's view or to strengthen one's own prior arguments.
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
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Sample Questions
Q1) Define calculated incompetence.
Answer: The negotiating agent is not given all of the necessary information,making it impossible for information to be leaked.
Q2) Define selective presentation.
Answer: Negotiators reveal only the facts necessary to support their case.
Q3) Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.
Answer: resistance point
Q4) If a major concession has been made on a significant point,it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.
A)True
B)False
Answer: True
Q5) Define distributive bargaining.
Answer: A competition over who is going to get the most of a limited resource (often money).
Q6) The spread between the resistance points is called the ____________ __________.
Answer: bargaining range
Page 4
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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Sample Questions
Q1) Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead,they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
A)True
B)False
Answer: True
Q2) The integrative negotiation process cannot work unless negotiators avoid ____________
until they have fully defined the problem and examined all the possible alternative solutions.
Answer: premature solutions
Q3) When identifying options in an integrative negotiation,solutions are usually attained through:
A) hard work
B) information exchange
C) focusing on interests rather than positions
D) firm flexibility
E) Solutions are attained by using all of the above.
Answer: E
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Page 5
Chapter 4: Negotiation: Strategy and Planning
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Sample Questions
Q1) Avoidance could best be used when:
A) negotiation is necessary to meet your needs.
B) the time and effort to negotiate are negligible.
C) the available alternatives are very strong.
D) the only available negotiator is a senior manager.
E) all of the above.
Q2) Context issues (e.g.,history of the relationship)can affect negotiation.
A)True
B)False
Q3) A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
A) Collaborative
B) Accommodating
C) Competitive
D) Avoidance
E) None of the above
Q4) Define strategy and tactics.
Q5) Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.
True / False Questions
6
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Chapter 5: Perception,Cognition,and Emotion
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Sample Questions
Q1) Which of the following statements about how emotion plays a part in negotiation is accurate?
A) Negotiations only create negative emotions.
B) Positive feelings do not promote persistence.
C) Negative feelings may create positive outcomes.
D) Positive emotion may result from impasse.
E) Negative emotions do not undermine a negotiator's ability to analyze a situation accurately.
Q2) Frames are important in negotiation because
A) they allow parties to develop separate definitions of the issues
B) they can be avoided
C) disputes are often nebulous and open to different interpretations
D) do not allow negotiators to articulate an aspect of a complex social situation
E) all of the above
Q3) The question of how best to manage perceptual and cognitive bias is not a difficult one.
A)True
B)False
Q4) How does projection occur?
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Chapter 6: Communication
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Sample Questions
Q1) Having a BATNA changes which things in a negotiation?
Q2) What are the five linguistic dimensions of making threats?
Q3) 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.
Q4) Which of the following is not one of the five linguistic dimensions of making threats?
A) The use of polarized language
B) The conveyance of verbal immediacy
C) The degree of lexical diversity
D) The extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.
Q5) Researchers have been examining the effects of channels in general,and _____________ in particular,on negotiation processes and outcomes during much of the past decade.
Q6) Nonverbal communication-done well-may help negotiators achieve better outcomes through _____________ coordination.
Q7) Define the "information is weakness" effect.
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Chapter 7: Finding and Using Negotiation Power
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Sample Questions
Q1) State the "relational" definition of power as defined by Deutsch.
Q2) Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
A)True
B)False
Q3) Which of the following statements about legitimate power is false?
A) Legitimate power is at the foundation of our social structure.
B) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
C) Legitimate power cannot function without obedience.
D) Legitimate power is often derived from manipulating other sources of power.
E) All of the above statements about legitimate power are true.
Q4) Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."
Q5) According to Deutsch,an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.
A)True
B)False
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Chapter 8: Ethics in Negotiation
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Sample Questions
Q1) Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.
A)True
B)False
Q2) In general,the "respond in kind" approach is best treated as a ____________ ____________ strategy.
True / False Questions
Q3) When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?
Q4) Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.
Q5) The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.
Q6) Define ethics.
Q7) Misrepresentation by omission is defined as actually lying about the common value issue.
A)True B)False
Page 10
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Chapter 9: Relationships in Negotiation
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Sample Questions
Q1) 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.
Q2) In relationship negotiations,parties should never make concessions on substantive issues to preserve or enhance the relationship.
A)True
B)False
Q3) In some negotiations,relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.
Q4) Systemic justice is about the way that organizations appear to treat groups of individuals.
A)True
B)False
Q5) What two questions should be asked when arriving at an impasse?
Q6) Define interactional justice.
Q7) What role does trust play in an online negotiation?
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Chapter 10: Multiple Parties and Teams
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Sample Questions
Q1) One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators.Which one would not be a consequence?
A) Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically.
B) Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough.
C) Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.
D) Negotiators can explicitly engage in coalition building as a way to marshal support.
E) Negotiators will have to find satisfactory ways to explain modification of their positions.
Q2) Differences are what make multiparty negotiations more complex,challenging,and ____________ to manage.
Q3) Describe a few of the many reasons why an agenda can be an effective decision aid.
Q4) What is the "illusion of consensus?"
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Page 12
Chapter 11: International and Cross-Cultural Negotiation
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Sample Questions
Q1) Francis found that negotiators from a familiar culture (Japan)who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations.
A)True
B)False
Q2) In group-oriented cultures
A) the individual comes before the group's needs.
B) decisions are primarily made by senior executives.
C) decision making is an efficient, streamlined process.
D) negotiators may be faced with a series of discussions over the same issues and materials with many different people.
E) All of the above occur in group-oriented cultures.
Q3) Tangible and intangible factors play only a minor role in determining the outcomes of cross-border negotiations.
A)True
B)False
Q4) Countries differ in the extent to which the government regulates ____________ and organizations.
Q5) Phatak and Habib define external stakeholders as:
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Chapter 12: Best Practices in Negotiations
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Sample Questions
Q1) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
Q2) While some people may look like born negotiators,negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q3) At the top of the best practice list for every negotiator is
A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.
Q4) Negotiators who are better prepared have numerous ___________.
Q5) The authors suggest that negotiators should remember that negotiation is an _____________ process.
Q6) Why is preparation so important for negotiators?
Page 14
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