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Negotiation 101 Practice Test: Third Party Approaches to Managing Difficult Negotiations 2
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Negotiation 101 Practice Test: Third Party Approaches to Managing Difficult Negotiations 2
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25 Questions

1. The ____________ form of mediation strategy has a low concern for aspirations and a lowperception of common ground

2. ____________ can be viewed as the result of negotiators' agreement to disagree, and awillingness to surrender control over the outcome of their dispute

3. The goal of mediation and process consultation is to allow the parties to maintain control of the__________, while regulating the ____________ of their interaction

4. ____________ ADR systems are those in which the third party makes a binding decision thatthe negotiating parties must live with

5. ____________ typically involves a structured process in which disputing parties have relatively free rein to present their stories, while the arbitrators decide the outcome, often imposing a resolution on the disputants

6. Effective mediators ____________ bargainers by balancing power,controlling the process, and being neutral

7. In ____________ arbitration, in which the arbitrator must approve, without amendment, one ofthe positions presented by the two disputing parties

8. ____________ is the most common form of third-party intervention that is largely procedural in nature

9. Perceived ____________ of partiality toward one side may jeopardize the arbitrator'sacceptability in future disputes

10. Under ____________ arbitration, the parties may submit their arguments to an arbitrator, butthey are not required to comply with the arbitrator's decision

11. Mediation's greatest effectiveness occurred in situations marked by ____________ levels of conflict

12. Process consultants assume that teaching the parties how to manage conflict moreproductively and effectively will lead them to produce better ____________

13. Formal third-party intervention styles differ on the degree to which the disputants surrender____________ to the third party over the disputant interaction process and/or the outcome

14. In ____________ intervention, managers exert high control over the decision, but not theprocess

15. The ____________ form of mediation strategy involves mediator application of rewards andinducements to entice the parties into making concessions and agreements

16. The ____________ effect states that when arbitration is anticipated as a result of the failure ofparties to agree, negotiators may lose interest in the process of negotiating

17. As a method of third-party intervention, ____________ is likely to lead to situations in which disputants are less than fully committed to following through, especially if they feel dissatisfied with the arbitrator's decision

18. If intervention becomes advisable, it should be done in a ____________ and ____________ manner

19. ____________ is defined as a set of activities on the part of the consultant that helps the client to perceive, understand, and act upon the process events which occur in the client's environment.

20. ____________ is probably the most common and recognized form of third-party dispute resolution

21. When negotiators have tried all other options and are not making progress, when mistrust and suspicion are high, or when the parties cannot take actions toward defusing conflict without those actions being misinterpreted and mistrusted by others, ____________ involvement may become necessary

22. ____________ ADR provides a third-party neutral that assists the parties in negotiating aresolution

23. As a rule of thumb, interventions that are not sanctioned by the parties or reinforced by a third party's expertise, friendship, or authority are ____________ and ____________

24. In mediation, indirect pressure typically comes through wearing the parties down over____________ and increasing the cost of holding out

25. In ADR, a ____________ is typically charged with being a confidential and informed information resource, communication channel, complaint-handler, and a person who helps an organization work for change.

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