CBS Conflict Resolution & Negotiation 2

Question 1

In the Thomas-Kilmann Conflict Mode Instrument, which style involves high assertiveness and high cooperativeness?

Accepted Answer

Collaborating

Answer

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?

Accepted Answer

Presenting the same position in a more positive or neutral light

Answer

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?

Accepted Answer

Reservation price

Answer

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?

Accepted Answer

Interest-based negotiation focusing on underlying needs

Answer

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?

Accepted Answer

Trading concessions on different issues to maximize joint value

Answer

Logrolling involves exchanging concessions on issues each party values differently, increasing overall joint gain.

(CBS) Certified Business Strategist Practice Test