CCM CCM Negotiation Fundamentals & Techniques 3

Question 1

What is the purpose of a 'cooling-off period' in a negotiation that has reached an impasse?

Accepted Answer

To reduce emotional intensity and allow parties to reconsider positions

Answer

A cooling-off period provides time for emotions to de-escalate and allows parties to reflect on interests and alternatives with greater objectivity.

Question 2

Which ethical principle requires a negotiator to avoid deliberate misrepresentation of facts or intentions?

Accepted Answer

Good faith bargaining

Answer

Good faith bargaining obligates negotiators to be honest about material facts and genuine in their intent to reach agreement, avoiding fraudulent or deceptive conduct.

Question 3

In cross-cultural negotiations, a conflict manager should be most attentive to differences in:

Accepted Answer

Communication styles, time orientation, and hierarchy norms

Answer

Cultural dimensions such as direct vs. indirect communication, monochronic vs. polychronic time, and high vs. low power distance significantly shape negotiation behavior and expectations.

Question 4

The 'nibbling' tactic occurs when a party:

Accepted Answer

Requests additional small concessions after the main deal is reached

Answer

Nibbling involves asking for minor extras after a deal appears closed, exploiting the other party's reluctance to reopen negotiations over small items.

Question 5

A conflict manager coaching a party should advise that the best time to make concessions is:

Accepted Answer

Strategically and conditionally, linked to movement from the other party

Answer

Conditional concessions ('If you can move on X, I can move on Y') maintain reciprocity, signal flexibility without weakness, and keep negotiations progressing.

(CCM) Certified Conflict Manager Practice Test

(CCM) Certified Conflict Manager Practice Test

CCM CCM Negotiation Fundamentals & Techniques 3