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
When a negotiator says, 'I'd love to agree, but my board will never approve anything below $2M,' they are using which power tactic?
Answer: Higher authority tactic
The higher authority tactic shifts decision-making responsibility to an absent party, limiting the negotiator's apparent flexibility and pressuring the other side to concede.
A party with low formal authority but high information control is BEST described as having:
Answer: Expert power
Expert power stems from controlling specialized knowledge or information that the other party needs, regardless of formal rank.
In building a winning coalition, the concept of a 'minimum winning coalition' suggests negotiators should:
Answer: Limit coalition size to just enough members to win, preserving more value for fewer parties
Riker's minimum winning coalition theory holds that adding unnecessary members dilutes the payoff for existing members, so optimal coalitions include only essential allies.
Which behavior MOST effectively signals power without escalating conflict in a negotiation?
Answer: Demonstrating a credible and attractive BATNA
A credible BATNA signals that the negotiator can walk away on favorable terms, conveying power while keeping the door open for agreement.
A supplier quietly lobbies each member of a purchasing committee individually before a group meeting. This pre-meeting influence tactic is called:
Answer: Corridor diplomacy
Corridor diplomacy involves building support and shaping positions through informal one-on-one conversations before a formal group decision is made.
Power imbalance MOST commonly harms negotiation outcomes when:
Answer: The stronger party uses power to claim value rather than create it
When the stronger party focuses purely on claiming value through dominance, joint gains are left unrealized and the weaker party may reject or sabotage the deal.
Which strategy BEST helps a weaker negotiating party offset a power deficit against a much stronger opponent?
Answer: Forming alliances with third parties who share similar interests
Coalition building allows weaker parties to aggregate leverage, making their collective position more competitive against a dominant opponent.