COM312 LATEST 2026 STUDY GUIDE QUESTIONS AND
SOLUTIONS GUARANTEE A+
✔✔resistance point - ✔✔is an identifiable amount that negotiators are willing to concede
to each other with minimum loss.
✔✔scarce resources - ✔✔are limited, with not enough for everyone.
✔✔separating people from the problem - ✔✔keeps our perceptions of the other person
apart from our perceptions of the problem or issue.
✔✔status quo point - ✔✔is the position a person occupied before entering the
negotiation situation
✔✔tangible issues - ✔✔involve one's personal property, money, land, grades,
promotions, water/food/air supply, natural resources (oil, timber, precious metals),
awards/rewards, jobs, and so on.
✔✔thinking positively - ✔✔is being content to take life as it comes and anticipating good
outcomes.
✔✔adjudication - ✔✔is an adr in which a neutral judge and jury in the legal system hear
attorneys who prosecute or defend people and decide a case; either party may later
appeal the decision.
✔✔adrs - ✔✔are alternatives to dispute resolution, such as adjudication, arbitration, or
mediation.
✔✔arbitration - ✔✔is an adr in which a neutral third party considers both sides of a
dispute and makes a decision that is more binding than that of a judge in the legal
system, if both parties have agreed in advance to abide by the decision (no appeal).
✔✔behavioral conflicts - ✔✔concern observable specific and individual behaviors such
as the way we handle money, time, space, and so on.
✔✔caucus - ✔✔means that the mediator steps aside with one disputant for a private
discussion.
✔✔co-mediating - ✔✔two mediators appear together and share tasks and
responsibilities for a single mediation.
✔✔common ground - ✔✔consists of attitudes, values, behaviors, expectations, and
goals the parties share and can serve as a basis for an agreement.
, ✔✔conciliation - ✔✔is an adr in which a neutral third party practices "shuttle diplomacy"
by traveling back and forth between conflicting parties who are unable to meet together
for any one of a variety of reasons.
✔✔confidentiality - ✔✔means that mediators are not to make public the names of the
conflicting parties, disclose the words spoken during the mediation, or retain notes after
terminating a mediation.
✔✔dispute - ✔✔sdefined as a conflict in which communication has broken down and
the parties are unable to resolve the issue by themselves.
✔✔facilitate - ✔✔means that mediators encourage cooperation and discourage
competition between the
conflicting parties.
✔✔framing - ✔✔is where mediators ask neutral or "friendly" questions (that avoid blame
or passing judgment) and summarize issues.
✔✔intake - ✔✔in formal mediation, refers to the preliminary phase in which the parties
seek help from a third person, who decides to intervene.
✔✔mediation - ✔✔is an adr in whicha neutral third party facilitates communication
between the conflicting parties so that they may work out their own mutually acceptable
agreement.
✔✔Mediator - ✔✔is an unbiased facilitator of communication between the parties in a
private setting, who also has no decision-making power with respect to the outcome of
the mediation.
✔✔neutral - ✔✔means that mediators are unbiased.
✔✔ombudsperson - ✔✔is an adr where someone cutsthrough the red tape on behalf of
individuals who feel abused by the larger system (often governmental agencies) in
which they work, study, or seek support.
✔✔opening statement - ✔✔is a message where mediators explain the purpose and
process of mediation, including their role as facilitators of communication and lay out the
communication rules that structure the mediation.
✔✔reframing - ✔✔is a conflict management technique in which mediators restate
negatively loaded, biased, or accusatory statements made by one of the parties in more
neutral terminology or restate positions in a way that makes the disputants look at the
issues differently.
SOLUTIONS GUARANTEE A+
✔✔resistance point - ✔✔is an identifiable amount that negotiators are willing to concede
to each other with minimum loss.
✔✔scarce resources - ✔✔are limited, with not enough for everyone.
✔✔separating people from the problem - ✔✔keeps our perceptions of the other person
apart from our perceptions of the problem or issue.
✔✔status quo point - ✔✔is the position a person occupied before entering the
negotiation situation
✔✔tangible issues - ✔✔involve one's personal property, money, land, grades,
promotions, water/food/air supply, natural resources (oil, timber, precious metals),
awards/rewards, jobs, and so on.
✔✔thinking positively - ✔✔is being content to take life as it comes and anticipating good
outcomes.
✔✔adjudication - ✔✔is an adr in which a neutral judge and jury in the legal system hear
attorneys who prosecute or defend people and decide a case; either party may later
appeal the decision.
✔✔adrs - ✔✔are alternatives to dispute resolution, such as adjudication, arbitration, or
mediation.
✔✔arbitration - ✔✔is an adr in which a neutral third party considers both sides of a
dispute and makes a decision that is more binding than that of a judge in the legal
system, if both parties have agreed in advance to abide by the decision (no appeal).
✔✔behavioral conflicts - ✔✔concern observable specific and individual behaviors such
as the way we handle money, time, space, and so on.
✔✔caucus - ✔✔means that the mediator steps aside with one disputant for a private
discussion.
✔✔co-mediating - ✔✔two mediators appear together and share tasks and
responsibilities for a single mediation.
✔✔common ground - ✔✔consists of attitudes, values, behaviors, expectations, and
goals the parties share and can serve as a basis for an agreement.
, ✔✔conciliation - ✔✔is an adr in which a neutral third party practices "shuttle diplomacy"
by traveling back and forth between conflicting parties who are unable to meet together
for any one of a variety of reasons.
✔✔confidentiality - ✔✔means that mediators are not to make public the names of the
conflicting parties, disclose the words spoken during the mediation, or retain notes after
terminating a mediation.
✔✔dispute - ✔✔sdefined as a conflict in which communication has broken down and
the parties are unable to resolve the issue by themselves.
✔✔facilitate - ✔✔means that mediators encourage cooperation and discourage
competition between the
conflicting parties.
✔✔framing - ✔✔is where mediators ask neutral or "friendly" questions (that avoid blame
or passing judgment) and summarize issues.
✔✔intake - ✔✔in formal mediation, refers to the preliminary phase in which the parties
seek help from a third person, who decides to intervene.
✔✔mediation - ✔✔is an adr in whicha neutral third party facilitates communication
between the conflicting parties so that they may work out their own mutually acceptable
agreement.
✔✔Mediator - ✔✔is an unbiased facilitator of communication between the parties in a
private setting, who also has no decision-making power with respect to the outcome of
the mediation.
✔✔neutral - ✔✔means that mediators are unbiased.
✔✔ombudsperson - ✔✔is an adr where someone cutsthrough the red tape on behalf of
individuals who feel abused by the larger system (often governmental agencies) in
which they work, study, or seek support.
✔✔opening statement - ✔✔is a message where mediators explain the purpose and
process of mediation, including their role as facilitators of communication and lay out the
communication rules that structure the mediation.
✔✔reframing - ✔✔is a conflict management technique in which mediators restate
negatively loaded, biased, or accusatory statements made by one of the parties in more
neutral terminology or restate positions in a way that makes the disputants look at the
issues differently.
