CBN Power Dynamics & Coalition Building 3 — Questions and Answers
Question 1: When a negotiator says, 'I'd love to agree, but my board will never approve anything below $2M,' they are using which power tactic?
- Good cop/bad cop
- Higher authority tactic (Correct answer)
- Anchoring
- Nibbling
Correct 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.
Question 2: A party with low formal authority but high information control is BEST described as having:
- Positional power
- Expert power (Correct answer)
- Coercive power
- Reward power
Correct answer: Expert power
Expert power stems from controlling specialized knowledge or information that the other party needs, regardless of formal rank.
Question 3: In building a winning coalition, the concept of a 'minimum winning coalition' suggests negotiators should:
- Recruit as many allies as possible to maximize strength
- Limit coalition size to just enough members to win, preserving more value for fewer parties (Correct answer)
- Always include the most powerful actors regardless of need
- Avoid coalitions with parties who have conflicting interests
Correct 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.
Question 4: Which behavior MOST effectively signals power without escalating conflict in a negotiation?
- Making ultimatums early in the discussion
- Demonstrating a credible and attractive BATNA (Correct answer)
- Revealing confidential information to show confidence
- Conceding quickly on minor points to build goodwill
Correct 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.
Question 5: A supplier quietly lobbies each member of a purchasing committee individually before a group meeting. This pre-meeting influence tactic is called:
- Anchoring
- Corridor diplomacy (Correct answer)
- Logrolling
- Framing
Correct answer: Corridor diplomacy
Corridor diplomacy involves building support and shaping positions through informal one-on-one conversations before a formal group decision is made.
Question 6: Power imbalance MOST commonly harms negotiation outcomes when:
- The weaker party understands its BATNA clearly
- The stronger party uses power to claim value rather than create it (Correct answer)
- Both parties have similar levels of expertise
- Mediators are present to facilitate
Correct 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.
Question 7: Which strategy BEST helps a weaker negotiating party offset a power deficit against a much stronger opponent?
- Mimicking the stronger party's aggressive tactics
- Forming alliances with third parties who share similar interests (Correct answer)
- Making larger opening demands to appear confident
- Avoiding any disclosure of interests
Correct 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.
CBN Power Dynamics & Coalition Building 3
When a negotiator says, 'I'd love to agree, but my board will never approve anything below $2M,' they are using which power tactic?