ADR Mediation & Negotiation Techniques 2

Question 1

What does the term 'BATNA' stand for in negotiation theory?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA, coined by Fisher and Ury, refers to the best outcome a party can achieve if negotiations fail and no deal is reached.

Question 2

In transformative mediation, the mediator's primary goal is to:

Accepted Answer

Empower parties and recognize each other's perspectives

Answer

Transformative mediation focuses on shifting party interaction toward empowerment and mutual recognition rather than just reaching a deal.

Question 3

A mediator who uses 'caucus' sessions is:

Accepted Answer

Meeting privately with each party separately

Answer

A caucus is a private, confidential meeting between the mediator and one party, used to explore sensitive issues or test positions.

Question 4

Which negotiation style is characterized by finding mutually beneficial solutions rather than splitting differences?

Accepted Answer

Integrative negotiation

Answer

Integrative negotiation (interest-based bargaining) seeks to expand the pie by identifying shared and compatible interests.

Question 5

When a mediator summarizes what each party has said during a session, this technique is called:

Accepted Answer

Active listening and reflection

Answer

Active listening and reflection involve summarizing parties' statements to confirm understanding and demonstrate that they have been heard.

(ADR) Alternative Dispute Resolution Certification Practice Test