CCM CCM Negotiation Fundamentals & Techniques 2

Question 1

Which negotiation style is characterized by asserting one's own needs while also seeking to satisfy the other party's needs?

Accepted Answer

Collaborating

Answer

Avoiding

Answer

Accommodating

Answer

Competing

Question 2

What is the primary risk of using an overly competitive negotiation strategy in ongoing workplace relationships?

Accepted Answer

Damaging the relationship and reducing future cooperation

Answer

Reaching agreement too quickly

Answer

Disclosing too much information

Answer

Eliminating the need for a mediator

Question 3

The 'single negotiating text' technique involves:

Accepted Answer

A neutral party creating a draft that both sides iteratively improve

Answer

Having one party draft all proposals

Answer

Limiting negotiation to written communication only

Answer

Signing a memorandum of understanding first

Question 4

In the context of multi-party negotiations, a 'coalition' forms when:

Accepted Answer

Two or more parties align to increase their collective bargaining power

Answer

A mediator joins one side of the dispute

Answer

All parties agree to binding arbitration

Answer

A single party controls the agenda

Question 5

Which of the following best describes a 'package deal' negotiation strategy?

Accepted Answer

Bundling multiple issues into one comprehensive settlement offer

Answer

Resolving each issue separately before moving to the next

Answer

Offering a take-it-or-leave-it final proposal

Answer

Splitting the difference on every contested item

Question 6

When a negotiator says 'I need to check with my principal before agreeing,' this technique is known as:

Accepted Answer

The limited authority tactic

Answer

Bracketing

Answer

Good cop/bad cop

Answer

Anchoring