CBC Conflict Resolution & Negotiation 3 — Questions and Answers
Question 1: In distributive negotiation, what is primarily being negotiated?
- A fixed amount of value that parties divide between them (Correct answer)
- New value created through collaboration
- Long-term relationship commitments only
- Non-monetary cultural norms
Correct answer: A fixed amount of value that parties divide between them
Distributive negotiation is a zero-sum split of a fixed pie of value.
Question 2: Which tactic best converts a distributive negotiation into an integrative one?
- Adding multiple issues to trade across differing priorities (Correct answer)
- Anchoring aggressively on price
- Issuing a take-it-or-leave-it ultimatum
- Concealing all information about your needs
Correct answer: Adding multiple issues to trade across differing priorities
Introducing multiple issues lets parties trade on different priorities and expand the pie.
Question 3: A business coach notices a client uses avoidance for every workplace conflict. When is avoidance actually an appropriate conflict style?
- When the issue is trivial or emotions need time to cool (Correct answer)
- Whenever the other party is more senior
- In every situation involving money
- Never; avoidance is always dysfunctional
Correct answer: When the issue is trivial or emotions need time to cool
Avoidance suits trivial issues or moments when tensions are too high for productive dialogue.
Question 4: What is the anchoring effect in negotiation?
- The first number offered disproportionately influences the final outcome (Correct answer)
- The tendency to end talks at the location where they started
- The refusal to move from an opening position
- A tactic of physically staying at the table longest
Correct answer: The first number offered disproportionately influences the final outcome
Anchoring is a cognitive bias where the first offer pulls subsequent counteroffers toward it.
Question 5: During a team conflict session, a coach hears 'You never support my projects!' Which response models nonviolent communication (NVC)?
- Restating the concern as an observation, feeling, need, and request (Correct answer)
- Telling the speaker to calm down and be professional
- Asking the accused party to defend themselves
- Ending the session until everyone can be positive
Correct answer: Restating the concern as an observation, feeling, need, and request
NVC translates blame into observations, feelings, needs, and concrete requests.
Question 6: Why should a negotiator strengthen their BATNA before entering talks?
- A stronger fallback increases leverage and confidence at the table (Correct answer)
- It guarantees the other side will concede first
- It allows them to skip preparation on interests
- It eliminates the need for rapport building
Correct answer: A stronger fallback increases leverage and confidence at the table
A strong BATNA raises your walk-away power, improving both leverage and decision quality.
Question 7: A coach's client faces a vendor who keeps making personal attacks. According to principled negotiation, what should the client do?
- Separate the people from the problem and address issues on their merits (Correct answer)
- Respond with equally aggressive attacks
- Concede quickly to end the discomfort
- Refuse all further communication permanently
Correct answer: Separate the people from the problem and address issues on their merits
Principled negotiation says to separate the people from the problem rather than react personally.
CBC Conflict Resolution & Negotiation 3
In distributive negotiation, what is primarily being negotiated?