NEGO MCQ: Negotiations Chapter 19

Which of the following is heavily involved in helping to establish or enhance communication and dispute resolution skills that the parties can then apply to the immediate dispute and future communication?

A) Process consultants
B) Arbitrators
C) ADR systems
D) Mediators
E) All of the above

Answer: e

Preventive ADR systems

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

Answer: b

In providing impetus, the manager

A) invents a solution that he or she thinks will meet both parties' needs, and usually enforces that solution on both parties.
B) passively listens to what each side chooses to tell him or her, and then makes a decision (tells the parties how to solve the conflict) based exclusively on the presentations.
C) tries to make a quick diagnosis of what the conflict is about and then tells the parties that if they don't find a solution, he or she will impose one on them.
D) combines arbitration and mediation to arrive at a solution acceptable to all parties.
E) None of the above describes providing impetus.

Answer: c

In inquisitorial intervention

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

Answer: a

Which of the following is not a major part of the process consultant's agenda?

A) changing the climate for conflict management
B) promoting constructive dialogue around differences of opinion
C) creating the capacity for other people to act as their own third parties
D) determining the final resolution of the conflict
E) All of the above are major parts of the process consultant's agenda.

Answer: d

According to Zubek, Pruitt, Pierce, McGillicuddy and Syna, mediator behaviors positively related to successful mediation include:

A) demonstrating empathy.
B) providing reassurance.
C) displaying expertise.
D) keeping order.
E) Effective mediation behaviors include all of the above.

Answer: a

Relating to "the issues" in aspects of mediation, effectiveness entails

A) saving face when making concessions.
B) resolving internal disagreements.
C) uncovering the underlying interests and concerns.
D) dealing with constituents.
E) Mediation effectiveness relating to the issues entails all of the above.

Answer: c

When may mediation be less than effective?

A) when the conflict is intense
B) when they have major differences in their expectations for a settlement.
C) when many issues are at stake
D) when the parties disagree on major priorities
E) Mediation tactics may be insufficient in all of the above situations.

Answer: e

Parties who are in disputes that are marked by __________ tend to respond well to forceful, proactive mediation behaviors.

A) high intensity and high levels of interparty hostility
B) low intensity and high levels of interparty hostility
C) high intensity and low levels of interparty hostility
D) low intensity and low levels of interparty hostility
E) Parties in disputes marked by all of the above respond well to proactive mediation behaviors.

Answer: a

The inaction mediation strategy involves

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

Answer: d

The compensation form of mediation strategy involves

A) a high concern for parties' aspirations and a high perception of common ground.
B) a high concern for parties' aspirations and a low perception of common ground.
C) a low concern for parties' aspirations and a high perception of common ground.
D) a low concern for parties' aspirations and a low perception of common ground.
E) The compensation form of mediation strategy involves none of the above.

Answer: b

Research studies show that the problem-solving style of mediation

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

Answer: e

Moore states that in the premediation stages, the mediator is attempting to

A) define issues and set an agenda.
B) establish relationships with the disputing parties.
C) generate options for settlement.
D) uncover hidden interests of the disputing parties.
E) In the premediation stages, the mediator is attempting to accomplish all of the above.

Answer: b

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

A) issue identification
B) positive framing of the issues
C) content mediation
D) mediated arbitration
E) Esser and Marriott found all of the above to be equally effective.

Answer: c

Mediators

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

Answer: b

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

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

Answer: c

The decision-acceptance effect states that

A) 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.
B) when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating.
C) 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.
D) arbitrated disputes may engender less commitment to the settlement than alternative forms of dispute resolution.
E) The decision-acceptance effect states all of the above.

Answer: d

The chilling effect states that

A) if negotiators anticipate that their own failure to agree will lead to a binding arbitration, they lose their incentive to work seriously for a negotiated settlement.
B) when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating.
C) 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.
D) perceived patterns of partiality toward one side may jeopardize the arbitrator's acceptability in future disputes.
E) The chilling effect states all of the above.

Answer: a

Formal intervention methods are

A) third party roles and behaviors that are incidental to other primary roles.
B) intentionally designed and generally follow a set of rules or standards.
C) third party actions that follow a rigid, structured procedure and set of rules.
D) third party actions implemented as part of an organizational hierarchy.
E) None of the above defines formal intervention methods.

Answer: b

Arbitration typically involves

A) high levels of negotiator control over outcomes and high levels of negotiator control over procedure.
B) low levels of negotiator control over outcomes and low levels of negotiator control over procedure.
C) low levels of negotiator control over outcomes and high levels of negotiator control over procedure.
D) high levels of negotiator control over outcomes and low levels of negotiator control over procedure.
E) Arbitration typically involves none of the above.

Answer: c