CBC Conflict Resolution & Negotiation 3

Question 1

In distributive negotiation, what is primarily being negotiated?

Accepted Answer

A fixed amount of value that parties divide between them

Answer

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?

Accepted Answer

Adding multiple issues to trade across differing priorities

Answer

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?

Accepted Answer

When the issue is trivial or emotions need time to cool

Answer

Avoidance suits trivial issues or moments when tensions are too high for productive dialogue.

Question 4

What is the anchoring effect in negotiation?

Accepted Answer

The first number offered disproportionately influences the final outcome

Answer

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)?

Accepted Answer

Restating the concern as an observation, feeling, need, and request

Answer

NVC translates blame into observations, feelings, needs, and concrete requests.

(CBC) Certified Business Coach Practice Test