Dispute Resolution
Final Test Solutions
Course Introduction
Dispute Resolution explores the theories, processes, and practical skills involved in resolving conflicts outside of traditional courtroom settings. The course examines alternative dispute resolution (ADR) methods such as negotiation, mediation, and arbitration, emphasizing their advantages, limitations, and appropriate contexts for use. Students gain an understanding of legal and ethical considerations, cultural factors, and power dynamics that influence dispute resolution strategies. Through case studies and simulations, participants develop communication, problem-solving, and advocacy skills essential for managing disputes in legal, business, and community settings.
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) Define "zero-sum" situation.
Answer: Individuals are so linked together that there is a negative correlation between their goal attainments.
Q2) When parties are interdependent,they have to find a way to ____________ their differences.
Answer: resolve
Q3) The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.
Answer: dual concerns model
Q4) Independent parties are able to meet their own ____________ without the help and assistance of others.
Answer: needs
Q5) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______.
Answer: alternative
Q6) Negotiations often begin with statements of opening __________.
Answer: positions
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
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Sample Questions
Q1) Define bargaining mix.
Answer: The package of issues for negotiation.
Q2) In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.
A)True
B)False
Answer: False
Q3) A public commitment statement means that the wider the audience,the less likely the commitment will be changed.
A)True
B)False
Answer: True
Q4) ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.
Answer: Alternatives
Q5) When acting as if the decision to close the deal has already been made,the negotiator is using the ____________ ____________ ____________ method of closing the agreement.
Answer: assume the close
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) When people do not trust each other they are more than likely to engage in which of the following behaviors?
A)Promoting collaboration
B)Communicating accurately
C)Positional bargaining
D)Committing to a joint solution
E)None of the above
Answer: C
Q2) A common goal is one in which all parties share the result equally.
A)True
B)False
Answer: True
Q3) What are the preconditions necessary for the integrative negotiation process?
Answer: The presence of a common goal,faith in one's own problem-solving ability,a belief in the validity of the other's position,the motivation and commitment to work together,trust,clear and accurate communication,and an understanding of how to approach an integrative negotiation process.
Q4) _________ 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
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Sample Questions
Q1) Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.
Q2) A competitive strategy would be appropriate when the relationship outcome is relatively more important to the strategizer than the substantive outcome.
A)True
B)False
Q3) Negotiation,like communication in problem-solving groups,proceeds through distinct ____________ or __________.
Q4) Define goal.
Q5) What are the advantages and disadvantages of large bargaining mixes?
Q6) A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q7) ____________ is the process by which each party states their "opening offer."
Q8) How does short-term thinking affect our choice of strategy and limit our view?
Q9) ____________ are other agreements negotiators could achieve and still meet their needs.
Q10) What are the four types of initial strategies for negotiators?
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Chapter 5: Perception,cognition,and Emotion
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71 Verified Questions
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Sample Questions
Q1) ____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.
Q2) What is the best remedy for the winner's curse?
Q3) Disputes settled by ____________ usually create clear winners and losers.
Q4) Considering mood and emotion,negotiators are portrayed as rational beings who seem __________,calm,and in control.
Q5) How are frames critical in negotiations?
Q6) Frames are important in negotiation because disputes are often nebulous and open to different interpretations.
A)True
B)False
Q7) How does an outcome frame function in an environmental dispute?
Q8) The distinction between mood and emotion is based on which of the following characteristics?
A)Specificity
B)Intensity
C)Duration
D)All of the above
E)None of the above
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
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Sample Questions
Q1) Thompson et al.found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done,but if they found out that the other negotiator had done better,or was even pleased with his or her outcome,then negotiators felt less positive about their own outcome.
A)True
B)False
Q2) How can using the five linguistic dimensions make threats more credible and compelling?
Q3) Define social bandwidth.
Q4) Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.
True / False Questions
Q5) While the blend of integrative versus distributive communication content varies as a function of the issues being discussed,it is also clear that the content of communication is only partly responsible for negotiation outcomes.
A)True
B)False
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through
A)flexibility.
B)visibility.
C)centrality.
D)coalition.
E)criticality.
Q2) In an organizational hierarchy network the "star" is in the center position between a "gatekeeper" and a "linking pin."
A)True
B)False
Q3) What is a likely outcome for a negotiator who isn't concerned with power?
Q4) Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
A)True
B)False
Q5) Seeking power in negotiation usually arises from one of which two perceptions?
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Chapter 8: Ethics in Negotiation
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.
Q2) Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?
A)Ignoring the tactic
B)"Calling" the tactic
C)Responding in kind
D)Discussing what you see and offer to help them change to more honest behaviors
E)None of the above tactics should be used to respond to another party's dirty tricks.
Q3) How does Carr argue that strategy in business is analogous to strategy in a game of poker?
Q4) Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
Q5) What is the implication of the dilemma of honesty?
Q6) Most of the ethical questions and issues in negotiation are about standards of
Q7) "Calling" the tactic indicates to the other side that you know he is ____________ or __________.
Page 10
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) How does context affect negotiation?
Q2) Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation,and can also be 'coached' by encouraging a negotiator to consider the views of the other party in their decision making.
A)True
B)False
Q3) ____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.
Q4) Idiosyncratic deals are much more common today,and they are not reserved only for a special few.
Multiple Choice Questions
A)True
B)False
Q5) In relationship negotiations,parties should never make concessions on substantive issues to preserve or enhance the relationship.
A)True
B)False
Q6) Define interactional justice.
Q7) Give some examples of traits that help influence the definition of a reputation.
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Chapter 10: Multiple Parties and Teams
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51 Verified Questions
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Sample Questions
Q1) The prenegotiation phase of multilateral negotiations
A)is when the parties are employing decision rules and criteriA.
B)manages the group process and outcome.
C)is when the chair is appointed.
D)is characterized by lots of informal contact among the parties.
E)All of the above characterize the prenegotiation phase of multilateral negotiations.
Q2) In multiparty negotiations,research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.
A)True
B)False
Q3) During the information management phase of multiparty negotiations,what group norms can specifically undermine effective discussions?
Q4) There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.
A)True
B)False
Q5) Explain the concept of exchanging relevant information with nongroup members.
Q6) Additional parties may be invited to a multiparty negotiation to:
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) The best approach to manage cross-cultural negotiations is to be insensitive to the cultural norms of the other negotiator's approach.
A)True
B)False
Q2) What is the "culture-in-context" approach to using culture to understand global negotiation?
Q3) The term ____________ refers to the shared values and beliefs of a group of people.
Q4) Phatak and Habib define external stakeholders as:
Q5) According to Weiss,when choosing a strategy,negotiators should
A)choose one strategy and stick with it throughout the entire negotiation.
B)be aware of their own culture,but minimize the other culture's norms.
C)not try to predict or influence the other party's approach.
D)understand the specific factors in the current relationship.
E)Weiss states that negotiators should do all of the above when preparing for negotiations.
Q6) The second implication of the complexity of cross-cultural negotiation is the tendency for negotiators to ____________ the amount of within-culture variation that exists.
Page 13
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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) Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.
A)True
B)False
Q2) While negotiations do follow broad stages,they also _____________ and _____________ at irregular rates.
Q3) Using integrative tactics in a distributive situation may lead to optimal outcomes.
A)True
B)False
Q4) The authors suggest that negotiators should remember that negotiation is an _____________ process.
Q5) What often happens to negotiators without a strong BATNA?
Q6) Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior.
A)True
B)False
Q7) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Page 14
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