Practice Test Geeks(CBN) Certified Business Negotiator Practice Test
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Power Dynamics & Coalition Building Flashcards

7 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Power Dynamics & Coalition Building flashcards as text

  1. A buyer tells a vendor, 'We have three other suppliers ready to sign tomorrow.' What type of power is the buyer exercising?

    Answer: BATNA-based leverage

    Threatening to use an alternative option is a classic exercise of BATNA-based leverage, which derives power from having credible alternatives.

  2. Which coalition-building tactic involves privately securing each potential ally's commitment before announcing the coalition publicly?

    Answer: Pre-commitment sequencing

    Pre-commitment sequencing locks in allies one-by-one before the coalition is revealed, reducing the risk of public defection.

  3. In a multi-party negotiation, a mediator notices two parties have formed a blocking coalition. What is the most effective counter-strategy for excluded parties?

    Answer: Offer side payments to split the blocking coalition

    Offering side payments or concessions to individual members of a blocking coalition can fracture it by making defection individually attractive.

  4. Referent power in negotiation is BEST described as influence derived from:

    Answer: Admiration, likability, or personal identification with the influencer

    Referent power flows from the other party's desire to be associated with or approved by someone they admire or identify with.

  5. A union negotiator delays contract talks until the holiday shopping season peaks. This is an example of leveraging:

    Answer: Temporal power

    Temporal power exploits timing — the negotiator gains leverage by choosing a moment when the other party faces maximum pressure to settle.

  6. What is the PRIMARY risk of over-relying on coercive power during negotiations?

    Answer: It damages long-term relationships and invites retaliation

    Coercive power may produce short-term compliance but erodes trust and often triggers countermeasures or relationship breakdown.

  7. In coalition negotiations, 'vote trading' (supporting another party's issue in exchange for their support on yours) is formally known as:

    Answer: Logrolling

    Logrolling involves trading support across different issues, enabling parties to build coalitions by exchanging votes or concessions on items they value differently.