CBC Conflict Resolution & Negotiation 2

Question 1

In the Thomas-Kilmann Conflict Mode Instrument, which style is high in assertiveness and high in cooperativeness?

Accepted Answer

Collaborating

Answer

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?

Accepted Answer

The underlying interests behind each party's position

Answer

Principled negotiation focuses on interests rather than positions to unlock creative agreements.

Question 3

What does BATNA stand for in negotiation?

Accepted Answer

Best Alternative to a Negotiated Agreement

Answer

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?

Accepted Answer

Meet with each party separately to understand their perspectives

Answer

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?

Accepted Answer

Paraphrasing the other party's statement before responding

Answer

Paraphrasing confirms understanding and shows the speaker they have been heard.

(CBC) Certified Business Coach Practice Test

(CBC) Certified Business Coach Practice Test

CBC Conflict Resolution & Negotiation 2