CBS Conflict Resolution & Negotiation 3 — Questions and Answers
Question 1: Which conflict management strategy is most appropriate when the issue is trivial and preserving harmony outweighs the outcome?
- Competing
- Accommodating (Correct answer)
- Collaborating
- Compromising
Correct answer: Accommodating
Accommodating—yielding to the other party—is appropriate when the relationship or goodwill matters more than the specific outcome.
Question 2: In principled negotiation (Fisher & Ury), 'separating people from the problem' primarily means:
- Excluding key stakeholders from negotiation sessions
- Addressing substantive issues without attacking individuals (Correct answer)
- Delegating conflict resolution to HR
- Using written communication instead of face-to-face meetings
Correct answer: Addressing substantive issues without attacking individuals
Separating people from the problem means tackling substantive issues objectively while maintaining respect for the individuals involved.
Question 3: A strategist learns the counterpart's BATNA is weak before entering negotiations. The strategist should:
- Immediately make extreme demands
- Maintain a fair but firm position without exploiting the weakness unethically (Correct answer)
- Disclose the counterpart's weak BATNA publicly
- Walk away to force capitulation
Correct answer: Maintain a fair but firm position without exploiting the weakness unethically
Ethical negotiators leverage information about a weak BATNA to achieve favorable terms while maintaining trust and long-term relationship integrity.
Question 4: What does ZOPA stand for in negotiation?
- Zone of Possible Agreement (Correct answer)
- Zero Option Positional Argument
- Zone of Positive Attitudes
- Zero Overhead Procurement Agreement
Correct answer: Zone of Possible Agreement
ZOPA is the range between each party's reservation price where a mutually acceptable deal can be reached.
Question 5: Which technique involves a negotiator deliberately starting with an extreme offer to shift the other party's expectations?
- Logrolling
- Bracketing
- Anchoring (Correct answer)
- Mirroring
Correct answer: Anchoring
Anchoring sets a reference point with an extreme initial offer, pulling the eventual settlement toward the anchor.
Question 6: In organizational conflict, 'process conflict' refers to disagreements about:
- Personal values and ethics
- How work should be accomplished and task responsibilities (Correct answer)
- The final strategic goals of the organization
- Compensation and benefits policies
Correct answer: How work should be accomplished and task responsibilities
Process conflict involves disputes over methods, workflows, and assignment of responsibilities rather than goals or interpersonal issues.
Question 7: A cross-functional team deadlocks on a budget decision. The project manager asks each side to list their top three priorities. This technique is known as:
- Interest mapping (Correct answer)
- Devil's advocacy
- Nominal group technique
- Force-field analysis
Correct answer: Interest mapping
Interest mapping surfaces each party's underlying priorities, enabling negotiators to identify trade-off opportunities and reach integrative agreements.
CBS Conflict Resolution & Negotiation 3
Which conflict management strategy is most appropriate when the issue is trivial and preserving harmony outweighs the outcome?