Which of the following statements regarding the arbitration-mediation approach is INCORRECT?

Which of the following statements regarding the process of mediation is INCORRECT?

a. A mediator determines the underlying interests.

b. A mediator clears up misunderstandings.

c. A mediator resolves the charge made in a negotiation.

d. A mediator incorporates areas of agreement into resolutions.

(c) Medium/Comprehension

105. Which of the following statements regarding third party negotiations is correct?

a. Individuals who utilized mediation indicated in a survey that they would not be supportive of using the process again.

b. The mediator assists the parties in agreeing on mutually exclusive resolutions.

c. Arbitrators help prepare for a formal hearing.

d. Arbitration is an acceptable practice for many companies to resolve challenging problems.

(d) Medium/Evaluation

106. A mediator should enter a negotiation when

a. personal differences are detected.

b. the parties are only talking for short periods of time and tension is rising.

c. the parties are unable to find a solution.

d. a quick resolution is desired but not imperative.

(c) Medium/Evaluation

107. Which of the following statements regarding the arbitration-mediation approach is INCORRECT?

a. Agreements between the two parties are less likely to occur with an arbitration-mediation approach than a mediation-arbitration approach.

b. In the arbitration-mediation approach, the arbitrator makes a decision and then places it in a sealed envelope while the mediation progresses.

c. The arbitration-mediation approach begins with both sides formally presenting their cases to the arbitrator.

d. The mediation-arbitration approach is a more common approach than the arbitration-mediation one.

(a) Medium/Evaluation

Section V:  The Role of Ethics and Culture in Negotiations

108. Which of the following statements regarding ethics and negotiations is INCORRECT?

a. Hardball negotiation tactics are fair game; the goal after all is to “get” all you can.

b. If you try to destroy one party in negotiating, that party may return the favor at a future date.

c. A party who feels you are being unfair will be less likely to make concessions.

d. A party who feels you are dishonest may refuse to negotiate with you at all.

(a) Medium/Evaluation

109. Which of the following statements regarding negotiations around the world is correct?

a. American negotiators like to establish a strong relationship first while Chinese negotiators like to “get down to business”.

b. Japanese negotiators have a higher tolerance for conflict as a way of working through issues than their American counterparts.

c. Japanese negotiators reveal more information during negotiations than their American counterparts.

d. Japanese negotiators are likely to interpret negotiation offer patterns over time and include them in their negotiations.

(d) Difficult/Evaluation

110. All of the following statements regarding negotiations around the world are correct EXCEPT

a. Given their culture, Chinese negotiators are uncomfortable saying “no.”

b. Some cultures find it disrespectful to negotiate prior to establishing a trusting relationship.

c. Since Japan is a high context culture, information for negotiation is learned from what is not said as well as what is said.

d. Eastern cultures tend view negotiations as a business activity while Western cultures see it as a social activity.

(d) Difficult/Evaluation