Dispute Resolution
Test Preparation
Course Introduction
Dispute Resolution explores the theories, principles, and practices involved in resolving conflicts outside traditional courtroom litigation. The course examines negotiation, mediation, arbitration, and other alternative dispute resolution (ADR) processes, highlighting their advantages, challenges, and appropriate contexts of use. Students will gain practical skills in communication, problem-solving, and ethical decision-making, while also considering the legal frameworks governing ADR. By engaging in case studies and simulations, participants will develop strategies for effective conflict management across personal, business, and legal environments.
Recommended Textbook
Negotiation Closing Deals Settling Disputes and Making Team Decisions 1st Edition by David S. Hames
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14 Chapters
393 Verified Questions
393 Flashcards
Source URL: https://quizplus.com/study-set/903
2
Chapter 1: The Nature of Negotiation: What it is and Why it Matters
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17789
Sample Questions
Q1) Negotiation is a common occurrence in everyday life.
A)True
B)False
Answer: True
Q2) A 'principled' strategy is another term for win-win negotiating.
A)True
B)False
Answer: True
Q3) The first step of the first stage of a negotiation is:
A)Formulate arguments and counterarguments.
B)Formulate offers and counteroffers.
C)Build rapport.
D)Pre-negotiation preparation.
Answer: D
Q4) The 'claiming value' negotiation strategy improves trust and the relationship between parties.
A)True
B)False
Answer: False
Page 3
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Chapter 2: Preparation: Building the Foundation for Negotiating
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29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/17790
Sample Questions
Q1) Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:
A)Defining the situation.
B)Establishing goals.
C)Strategy formulation.
D)Defining your interests.
Answer: A
Q2) What percentage of the negotiation process should be devoted to preparation?
A)Twenty.
B)Forty.
C)Sixty.
D)Eighty.
Answer: D
Q3) The basic problem in most negotiations is:
A)Conflicting issues.
B)Conflicting positions.
C)Conflicting interests.
D)Conflicting goals.
Answer: C
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Chapter 3: Distributive Bargaining: A Strategy for Claiming
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17791
Sample Questions
Q1) What is a "commitment?" Discuss some of the benefits of and drawbacks to making commitments.
Answer: A commitment is a strong position combined with a pledge of a specific course of action.Commitments have several benefits.They reduce ambiguity by letting the other party know what it will take to reach an agreement.They are used to gain an advantage by limiting the other party's choices and making the other party responsible for making the deal happen.Drawbacks include reducing flexibility because once you make them you cannot take them back without losing face.They back you into a corner because other options are now off the table.The only way out of a commitment is if the other negotiator agrees or the negotiation ends.
Q2) Most people bargain collaboratively.
A)True
B)False
Answer: False
Q3) When negotiating distributively,the parties are expected to make offers and counteroffers before reaching an agreement.
A)True
B)False
Answer: True
Page 5
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Chapter 4: Integrative Bargaining: A Strategy for Creating
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17792
Sample Questions
Q1) You are meeting your manager to discuss getting a raise.To support the amount of the new salary that you will ask for,you show your manager the salary range for someone in your job,based on a salary survey conducted by a reputable human resources consulting firm.You explain that your job responsibilities match those of others whose salary falls in the top quarter of the range.This is an example of:
A)Focusing on extrinsic interests.
B)Focusing on intrinsic interests.
C)Brainstorming.
D)Using objective criteria to evaluate options.
Q2) Asking open-ended,probing questions,asking for clarification regarding what the other party said,and not blaming the other party when a problem arises are all examples of:
A)Tools to help gain a shared understanding between the negotiating parties.
B)Ways to change the other party's perceptions.
C)Managing negative emotions.
D)Distributive negotiation tactics.
Q3) Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.
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Chapter 5: Closing Deals: Persuading the Other Party to Say
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17793
Sample Questions
Q1) "If you accept the transfer,you will not only get a raise,but you will also get a promotion and an added week of vacation." This is most likely an example of appealing to the other party's:
A)Position.
B)Emotions.
C)Interests.
D)Options.
Q2) How you close the deal is related to how successfully the terms of your agreement are implemented.
A)True
B)False
Q3) Explain what it means to view objections objectively,how it affects the way you respond to the other party and why it improves your ability to negotiate effectively
Q4) Closing the negotiation begins:
A)During your preparation for the negotiation.
B)After both parties discuss their issues.
C)After both parties discuss their positions.
D)After both parties agree on the solution.
Q5) Describe how to overcome objections that stem from unmet interests.
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Chapter 6: Communication-The Heart of All Negotiations
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17794
Sample Questions
Q1) Negotiators who use a direct,relationship-oriented communication style are called:
A)Directors.
B)Expressers.
C)Harmonizers.
D)Thinkers.
Q2) Negotiator 1: "I don't think my interests are being met adequately in your proposal."
Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?" This is an example of:
A)Paraphrasing.
B)Asking a targeted question.
C)Harmonizing.
D)Inquiring.
Q3) "What do you mean by saying that your interests are not being met adequately?" is an example of:
A)Paraphrasing.
B)Asking a targeted question.
C)Acknowledging.
D)Inquiring.
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8
Chapter 7: Decision Making: Are
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17795
Sample Questions
Q1) Irrational escalation of commitment is an example of:
A)Cognitive bias.
B)Emotional bias.
C)Perception error.
D)Extremism.
Q2) Perspective taking is an asset to a negotiator.
A)True
B)False
Q3) 12______________and __________contribute to ignoring sunk costs.
A)Confirmation trap / selective attention.
B)Illusion of transparency / extremism.
C)Fundamental attribution error / perspective taking.
D)Impact bias / expectations.
Q4) The preparation stage is too early in the negotiation process to account for and plan on how to reduce biases.
A)True
B)False
Q5) What are the three basic categories of decision-making errors that can reduce a negotiator's effectiveness during a negotiation? Describe the origin of each and how they affect the outcome of a negotiation.
9
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Chapter 8: Power & influence: Changing others attitudes and behaviors
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17796
Sample Questions
Q1) The chairman of the United States Federal Reserve Board said in a television interview that he was optimistic about the economy,and stock markets rose worldwide the next day.This is an example of:
A)Legitimate power.
B)Coercive power.
C)Referent power.
D)Expert power.
Q2) The reject then retreat tactic works because of:
A)Explanations and dialogue.
B)The contrast and relativity principles.
C)The contrast and reciprocity principles.
D)Commitment and consistency.
Q3) A supervisor uses discretionary funds to give a restaurant gift certificate to an employee who did an outstanding job on a difficult project.Which type of power did the supervisor use?
A)Legitimate power.
B)Referent power.
C)Reward power.
D)Expert power.
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Chapter 9: Ethics: Right and Wrong Do Exist when you
Negotiate
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17797
Sample Questions
Q1) Which of the following is not true about negotiators who have more power?
A)They bluff more often.
B)They communicate less with the other party.
C)They want even more power.
D)They are less likely to retaliate or seek revenge if they are duped by the other party.
Q2) Describe some consequences of unethical negotiation behavior for the unethical negotiator.
Q3) People who label behaviors as unethical before they see the outcome,but later approve of these behaviors when they learn that the outcome was positive,are:
A)Overlooking indirect unethical behavior.
B)Overlooking gradual unethical behavior.
C)Influenced by the consistency bias.
D)Influenced by the outcome bias.
Q4) Negotiators with a competitive orientation are more likely to:
A)Be honest.
B)Share objective and accurate information.
C)Misrepresent information.
D)Overlook the other party's unethical tactics.
Page 11
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Chapter 10: Multiparty Negotiations: Managing the Additional
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28 Verified Questions
28 Flashcards
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Sample Questions
Q1) Describe several steps you can take to help manage multiparty negotiations.
Q2) Having an audience during a negotiation does not have any appreciable effect on the negotiators.
A)True
B)False
Q3) The "hat" that negotiators can use to explore the benefits,values and advantages in multiparty negotiations is called:
A)The Blue Hat.
B)The White Hat.
C)The Red Hat.
D)The Yellow Hat.
Q4) When multiparty negotiations become too procedurally complex:
A)Avoid using negotiauctions.
B)Avoid using protection provisions.
C)Sophisticated deal structures should be avoided.
D)Negotiate the process.
Q5) In what ways do multiparties make negotiating more complex?
Page 12
Q6) What are some concerns to consider when using a representative?
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Chapter 11: Individual Differences
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17799
Sample Questions
Q1) Characteristics of the situation,like the nature of the problem being negotiated and parties' relative power,affect negotiations far more than individual differences do.
A)True
B)False
Q2) _______ may combine with _________ to determine our negotiation styles.
A)Gender / personality.
B)Individual differences / situation.
C)Emotions / cognitions.
D)Status / roles.
Q3) The Gender Expectations of the Negotiator's Opponent framework:
A)Suggests that men and women behave differently during negotiations because they are fundamentally different,not because their opponents expect them to.
B)Gives women an advantage over men when negotiating.
C)Suggests that male and female negotiators have the same expectations for their male and female opponents.
D)Suggests that men and women behave differently during negotiations because their opponents expect them to,not because they are fundamentally different.
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13
Chapter 12: International Negotiations: Managing culture and other complexities
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17800
Sample Questions
Q1) Evidence suggests that cross-cultural negotiation produces more modest outcomes than intracultural negotiation.
A)True
B)False
Q2) Collectivism and context are examples of cultural:
A)Knowledge structures.
B)Assumptions.
C)Norms.
D)Dimensions.
Q3) Risk analyses should be conducted in the__________ stage of the negotiation.
A)Preparation.
B)Middle stage.
C)Final stage.
D)Implementation stage.
Q4) When negotiating via email,negotiators from individualistic cultures are more likely to make more extreme or aggressive opening offers than negotiators from collectivistic cultures.
A)True
B)False
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Chapter 13: Difficult Negotiations: Managing Others Who
Play Dirty and Saying No to Those Who Play Nice
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17801
Sample Questions
Q1) To keep a negotiation moving forward,say "yes" even when you mean "no" until you reach an impasse.
A)True
B)False
Q2) Three of the four responses below are correct.Which of the responses below is the incorrect response to the following phrase? When it comes to saying "no" in a negotiation,negotiators typically tend:
A)To be accommodating.
B)To be forthright and say "no."
C)To say "no" in a way that attacks the other party.
D)To avoid saying "no" by saying nothing.
Q3) "My story is right and your story is wrong" is an example of:
A)The "identity" conversation.
B)The "feelings" conversation.
C)The "what happened" conversation.
D)The "threaten" conversation.
Q4) An effective way to manage your own emotions during a negotiation is to "go to the balcony."
A)True
B)False
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Chapter 14: Third-Party Intervention: Recourse When
Negotiations Sputter or Fail?
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17802
Sample Questions
Q1) Alternative dispute resolution is typically used to help with commercial and employment disputes.
A)True
B)False
Q2) If you are involved in an arbitration,be sure to:
A)Choose a dispute resolution method that will offer you the greatest advantages.
B)Know what criteria the arbitrator will use to interpret your case.
C)Avoid mandatory arbitration if you want to preserve important relationship.
D)Remain flexible in case innovative solutions are created that cannot be evaluated using your target or resistance points.
Q3) Mediation and arbitration have their roots in labor-management relations.
A)True
B)False
Q4) Mediators all follow the same model and execute it similarly.
A)True
B)False
Q5) Arbitrations are more like negotiations than court trials.
A)True
B)False
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