CBN Power Dynamics & Coalition Building 5

Question 1

A coalition negotiator uses a 'side payment' strategy primarily to:

Accepted Answer

Compensate a specific ally with private benefits to secure or maintain their coalition membership

Answer

Punish defecting members after a deal collapses

Answer

Anchor the group's collective opening position

Answer

Signal the coalition's BATNA to the opposing party

Question 2

Which scenario BEST illustrates the use of 'negative power' in negotiation?

Accepted Answer

A regulator threatening to withhold permits unless environmental standards are met

Answer

A buyer offering a bonus for early delivery

Answer

A mediator using referent power to build rapport

Answer

A seller sharing proprietary market data to build trust

Question 3

In a coalition, 'log-rolling across parties' differs from bilateral log-rolling because it:

Accepted Answer

Requires coordinating issue trades among three or more parties simultaneously, increasing complexity

Answer

Involves only two parties trading concessions on a single issue

Answer

Eliminates the need for a minimum winning coalition

Answer

Applies only to public-sector negotiations

Question 4

When two parties in a coalition have opposed interests on a secondary issue, the coalition leader should FIRST:

Accepted Answer

Identify whether the parties can agree to trade or bracket the secondary issue to preserve alignment on the primary goal

Answer

Dissolve the coalition until the conflict is resolved

Answer

Invite the opposing negotiator to exploit the internal conflict

Answer

Escalate the conflict to a mediator immediately

Question 5

A negotiator who says 'Take it or leave it' to end further discussion is deploying which power tactic?

Accepted Answer

Final offer/ultimatum tactic

Answer

Anchoring

Answer

Corridor diplomacy

Answer

BATNA signaling

Question 6

Which factor MOST increases a coalition's stability over time in a multi-round negotiation?

Accepted Answer

Aligning coalition members' long-term interests rather than only their immediate positions

Answer

Having a charismatic leader who controls all communication

Answer

Keeping the coalition's existence secret from opposing parties

Answer

Limiting membership to parties with identical opening demands

Question 7

A negotiator who intentionally reveals selective data to shape the other party's perception of the situation is using:

Accepted Answer

Information power

Answer

Coercive power

Answer

Referent power

Answer

Structural power