CCM CCM Negotiation Fundamentals & Techniques 2 — Questions and Answers
Question 1: Which negotiation style is characterized by asserting one's own needs while also seeking to satisfy the other party's needs?
- Avoiding
- Accommodating
- Collaborating (Correct answer)
- Competing
Correct answer: Collaborating
The collaborating style (high assertiveness, high cooperativeness) aims for a win-win outcome by fully addressing the concerns of both parties.
Question 2: What is the primary risk of using an overly competitive negotiation strategy in ongoing workplace relationships?
- Reaching agreement too quickly
- Damaging the relationship and reducing future cooperation (Correct answer)
- Disclosing too much information
- Eliminating the need for a mediator
Correct answer: Damaging the relationship and reducing future cooperation
Competitive tactics may secure short-term gains but erode trust and goodwill, harming long-term collaborative relationships.
Question 3: The 'single negotiating text' technique involves:
- Having one party draft all proposals
- A neutral party creating a draft that both sides iteratively improve (Correct answer)
- Limiting negotiation to written communication only
- Signing a memorandum of understanding first
Correct answer: A neutral party creating a draft that both sides iteratively improve
A neutral single negotiating text shifts focus from competing proposals to jointly refining one document, reducing positional entrenchment.
Question 4: In the context of multi-party negotiations, a 'coalition' forms when:
- A mediator joins one side of the dispute
- Two or more parties align to increase their collective bargaining power (Correct answer)
- All parties agree to binding arbitration
- A single party controls the agenda
Correct answer: Two or more parties align to increase their collective bargaining power
Coalitions are alliances among multiple negotiating parties that pool resources and leverage to strengthen their combined position.
Question 5: Which of the following best describes a 'package deal' negotiation strategy?
- Resolving each issue separately before moving to the next
- Bundling multiple issues into one comprehensive settlement offer (Correct answer)
- Offering a take-it-or-leave-it final proposal
- Splitting the difference on every contested item
Correct answer: Bundling multiple issues into one comprehensive settlement offer
A package deal links multiple issues together so trade-offs across items can create value for both parties simultaneously.
Question 6: When a negotiator says 'I need to check with my principal before agreeing,' this technique is known as:
- Bracketing
- Good cop/bad cop
- The limited authority tactic (Correct answer)
- Anchoring
Correct answer: The limited authority tactic
The limited authority tactic creates time and psychological distance, allowing a negotiator to slow concessions or return to reopen items without direct confrontation.
CCM CCM Negotiation Fundamentals & Techniques 2
Which negotiation style is characterized by asserting one's own needs while also seeking to satisfy the other party's needs?