CBS Conflict Resolution & Negotiation 2 — Questions and Answers
Question 1: In the Thomas-Kilmann Conflict Mode Instrument, which style involves high assertiveness and high cooperativeness?
- Competing
- Compromising
- Collaborating (Correct answer)
- Accommodating
Correct answer: Collaborating
Collaborating combines high assertiveness and high cooperativeness to find a win-win solution that fully satisfies both parties.
Question 2: A business strategist uses 'reframing' during a tense supplier negotiation. What does this technique involve?
- Repeating the other party's statements verbatim
- Presenting the same position in a more positive or neutral light (Correct answer)
- Delaying the negotiation to reduce tension
- Introducing a third-party mediator
Correct answer: Presenting the same position in a more positive or neutral light
Reframing involves repositioning a statement or issue in a more constructive way to reduce defensiveness and open new paths to agreement.
Question 3: Which negotiation concept refers to the point at which a party is indifferent between reaching a deal and walking away?
- BATNA
- Reservation price (Correct answer)
- ZOPA
- Anchor point
Correct answer: Reservation price
The reservation price (or walk-away point) is the least favorable deal a party will accept before preferring no agreement.
Question 4: When two departments dispute resource allocation, which conflict resolution approach best preserves long-term working relationships?
- Avoidance until the conflict escalates
- Arbitration by senior leadership
- Interest-based negotiation focusing on underlying needs (Correct answer)
- Majority vote among department heads
Correct answer: Interest-based negotiation focusing on underlying needs
Interest-based negotiation addresses underlying needs rather than positions, enabling creative solutions that sustain collaborative relationships.
Question 5: What is 'logrolling' in a multi-issue negotiation?
- Stalling tactics to wear down the opposing party
- Trading concessions on different issues to maximize joint value (Correct answer)
- Forcing a quick settlement before full analysis
- Documenting every concession in writing
Correct answer: Trading concessions on different issues to maximize joint value
Logrolling involves exchanging concessions on issues each party values differently, increasing overall joint gain.
Question 6: A mediator maintains strict neutrality and helps parties communicate but offers no binding decision. This process is called:
- Arbitration
- Litigation
- Facilitative mediation (Correct answer)
- Executive tribunal
Correct answer: Facilitative mediation
Facilitative mediation has the mediator guide dialogue without imposing solutions, leaving decision-making authority with the parties.
Question 7: Which psychological bias causes negotiators to over-value their opening offer and expect the final deal to stay close to it?
- Confirmation bias
- Anchoring bias (Correct answer)
- Status quo bias
- Availability heuristic
Correct answer: Anchoring bias
Anchoring bias leads parties to rely too heavily on the first number introduced, skewing final outcomes toward that initial figure.
CBS Conflict Resolution & Negotiation 2
In the Thomas-Kilmann Conflict Mode Instrument, which style involves high assertiveness and high cooperativeness?