CBN Power Dynamics & Coalition Building 2

Question 1

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

Accepted Answer

BATNA-based leverage

Answer

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

Question 2

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

Accepted Answer

Pre-commitment sequencing

Answer

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

Question 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?

Accepted Answer

Offer side payments to split the blocking coalition

Answer

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

Question 4

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

Accepted Answer

Admiration, likability, or personal identification with the influencer

Answer

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

Question 5

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

Accepted Answer

Temporal power

Answer

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

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Power Dynamics & Coalition Building 2