CBC Conflict Resolution & Negotiation 2 — Questions and Answers
Question 1: In the Thomas-Kilmann Conflict Mode Instrument, which style is high in assertiveness and high in cooperativeness?
- Collaborating (Correct answer)
- Competing
- Avoiding
- Accommodating
Correct answer: Collaborating
Collaborating combines high assertiveness with high cooperativeness to seek win-win outcomes.
Question 2: A business coach's client keeps arguing over a fixed salary number with a partner. What should the coach encourage the client to explore instead?
- The underlying interests behind each party's position (Correct answer)
- A firmer restatement of the original demand
- Delaying the conversation indefinitely
- Bringing in senior leadership to impose a decision
Correct answer: The underlying interests behind each party's position
Principled negotiation focuses on interests rather than positions to unlock creative agreements.
Question 3: What does BATNA stand for in negotiation?
- Best Alternative to a Negotiated Agreement (Correct answer)
- Basic Agreement to Negotiate Amicably
- Best Approach to Neutral Arbitration
- Balanced Assessment of Team Needs Analysis
Correct answer: Best Alternative to a Negotiated Agreement
BATNA is the Best Alternative to a Negotiated Agreement, the fallback if talks fail.
Question 4: Two department heads coached by the same business coach refuse to speak to each other. What is the most appropriate first step for the coach acting as a neutral facilitator?
- Meet with each party separately to understand their perspectives (Correct answer)
- Force an immediate joint confrontation
- Report both to HR for disciplinary action
- Choose the side with the stronger business case
Correct answer: Meet with each party separately to understand their perspectives
Private caucuses let a facilitator surface each party's concerns safely before joint dialogue.
Question 5: Which behavior most signals active listening during a heated negotiation?
- Paraphrasing the other party's statement before responding (Correct answer)
- Preparing your rebuttal while they speak
- Interrupting to correct factual errors immediately
- Maintaining silence for the entire meeting
Correct answer: Paraphrasing the other party's statement before responding
Paraphrasing confirms understanding and shows the speaker they have been heard.
Question 6: What is the ZOPA in a negotiation?
- The range where both parties' acceptable outcomes overlap (Correct answer)
- The zone where one party dominates the other
- A mandatory cooling-off period
- The list of non-negotiable demands
Correct answer: The range where both parties' acceptable outcomes overlap
The Zone of Possible Agreement is the overlap between each side's acceptable terms.
Question 7: A coaching client says a colleague 'always attacks' her ideas in meetings. Which reframing question best serves conflict resolution?
- "What might the colleague be trying to protect or achieve with those comments?" (Correct answer)
- "Why do you let people walk over you?"
- "Have you considered avoiding meetings with them?"
- "Shouldn't you escalate this to their manager right away?"
Correct answer: "What might the colleague be trying to protect or achieve with those comments?"
Perspective-taking questions help the client see the other party's interests and reduce attribution bias.
CBC Conflict Resolution & Negotiation 2
In the Thomas-Kilmann Conflict Mode Instrument, which style is high in assertiveness and high in cooperativeness?