People you meet with for a free session are far less likely to take advantage of your service than someone who sees your ad in the paper.

Select one:

a. false

b. true

Question2

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An objection is feeling or expression of opposition.

Select one:

a. false

b. true

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"Repetitio mater doctrinae est" means

Select one:

a. repetition is the mother of learning

b. neither of these

c. repetition is good for the doctrine of mediation.

d. both of these

Question4

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The rapport development should lead to gaining a commitment to mediate

Select one:

a. false

b. true

Question5

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Parties control the _________ and the mediators control the

Select one:

a. outcome, process

b. none of these

c. process, objectives

d. process, outcome

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Selling is defined as persuading somebody to accept an idea or proposal.

Select one:

a. true

b. false

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Rapport is friendly relationship between people based on mutual liking, trust, and a sense that they understand and share each other's concerns.

Select one:

a. false

b. true

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Defining a problem in terms of positions means that

Select one:

a. at least one party will "lose" the dispute.

b. both parties will "lose" the dispute

c. both parties will " win "the dispute

d. at least on party will "win" the dispute

Question9

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Credibility is a willingness to accept something as true

Select one:

a. true

b. false

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Convene is defined as

Select one:

a. both of these

b. to come together for or arrange a formal meeting

c. meet for a purpose

d. neither of these

Question11

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There are ___ steps for convening

Select one:

a. 7

b. 3

c. 12

d. 9

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Mediation is suitable when a continuing relationship between the parties is important or desirable.

Select one:

a. true

b. false

Question13

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When a case involves significant legal, policy, or constitutional issues, and one of the parties desires a precedent, it is suitable for mediation

Select one:

a. true

b. false

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Self-determination is

Select one:

a. neither of these

b. the ability or right to make your own decisions without interference from others.

c. an inherent right for mediators.

d. both of these

Question15

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______________________ of the sales process is based on having a good rapport with the prospect.

Select one:

a. 10%

b. 0%

c. 90%

d. none of these

Question16

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___________________ is still the most powerful word in the dictionary and the most often used word in advertising today.

Select one:

a. excellence

b. mediation

c. all of these

d. free

Question17

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W.I.F.M means

Select one:

a. neither of these

b. what's in it for me

c. both of these

d. well informed functional mediator

Question18

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The mediation process is usually done through

Select one:

a. establishing rapport with disputants

b. building credibility

c. both of these

d. neither of these

Question19

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E.Q.U.I.P.E.D. is an acronym for

Select one:

a. the seven steps of convening

b. neither of these

c. quality assurance in mediation

d. both of these

Question20

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Which one is a good response to the objection "Mediation sounds good, but we are concerned about the cost"

Select one:

a. all of these

b. The process is confidential so you can keep your "secret".

c. sometimes the other side maybe willing to pay the full cost; everything is negotiable!

d. often the "winner" doesn't feel victorious given the rigors of the adversarial process