CBS Conflict Resolution & Negotiation 3

Question 1

Which conflict management strategy is most appropriate when the issue is trivial and preserving harmony outweighs the outcome?

Accepted Answer

Accommodating

Answer

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:

Accepted Answer

Addressing substantive issues without attacking individuals

Answer

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:

Accepted Answer

Maintain a fair but firm position without exploiting the weakness unethically

Answer

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?

Accepted Answer

Zone of Possible Agreement

Answer

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?

Accepted Answer

Anchoring

Answer

Anchoring sets a reference point with an extreme initial offer, pulling the eventual settlement toward the anchor.

(CBS) Certified Business Strategist Practice Test