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

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?

Accepted Answer

Damaging the relationship and reducing future cooperation

Answer

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:

Accepted Answer

A neutral party creating a draft that both sides iteratively improve

Answer

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:

Accepted Answer

Two or more parties align to increase their collective bargaining power

Answer

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?

Accepted Answer

Bundling multiple issues into one comprehensive settlement offer

Answer

A package deal links multiple issues together so trade-offs across items can create value for both parties simultaneously.

(CCM) Certified Conflict Manager Practice Test