CBN Power Dynamics & Coalition Building 3

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?

Accepted Answer

Higher authority tactic

Answer

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:

Accepted Answer

Expert power

Answer

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:

Accepted Answer

Limit coalition size to just enough members to win, preserving more value for fewer parties

Answer

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?

Accepted Answer

Demonstrating a credible and attractive BATNA

Answer

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:

Accepted Answer

Corridor diplomacy

Answer

Corridor diplomacy involves building support and shaping positions through informal one-on-one conversations before a formal group decision is made.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Power Dynamics & Coalition Building 3