Question 1

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

Accepted Answer

Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run. Individuals who have higher reputations are better liked and have more friends and allies-in other words, they have more social resources, which may give them more understood power in negotiations.

Question 2

Megatron wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning, persuasion, suggesting alternatives, and the like. This person is known as a(n) ________.

Accepted Answer

A mediator is a neutral third party who facilitates a negotiated solution by using reasoning and persuasion, suggesting alternatives, and the like. Mediators are widely used in labor-management negotiations and in civil court disputes.

Question 3

When it comes to negotiation, having a reputation for being trustworthy doesn't matter.

Accepted Answer

When it comes to negotiation, having a reputation for being trustworthy matters. In short, trust in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties.

Question 4

What factor would most likely increase the negative impact of an arbitration session?

Accepted Answer

Whether or not there is a negative side depends on how heavy-handed the arbitrator appears. If one party is left feeling overwhelmingly defeated, that party is certain to be dissatisfied and unlikely to graciously accept the arbitrator's decision.

Question 5

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

Accepted Answer

A conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent. In practice, conciliators typically act as more than mere communication conduits. They also engage in fact finding, interpret messages, and persuade disputants to develop agreements.

Question 6

The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n) ________.

Accepted Answer

An arbitrator is a third party with the authority to dictate an agreement. Arbitration can be voluntary or compulsory. The big plus of arbitration over mediation is that it always results in a settlement.

Question 7

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

Accepted Answer

A conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent. In practice, conciliators typically act as more than mere communication conduits. They also engage in fact finding, interpret messages, and persuade disputants to develop agreements.

Question 8

In third-party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Accepted Answer

A conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Question 9

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Accepted Answer

A popular stereotype is that women are more cooperative and pleasant in negotiations than men.

Question 10

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

Accepted Answer

The answer of Describe the preferred negotiating techniques that would...

Question 11

Discuss the effects of moods and emotions on effectiveness of negotiations.

Accepted Answer

The answer of Discuss the effects of moods and emotions...

Quiz 14: Conflict and Negotiation