Conflict Management Conflict Management Negotiation & De-escalation 2 — Questions and Answers
Question 1: What does 'mutual gains negotiation' prioritize?
- Ensuring both parties gain equally in every area
- Expanding the total value available before dividing it between parties (Correct answer)
- Gaining as much as possible at the other party's expense
- Reaching agreement as quickly as possible
Correct answer: Expanding the total value available before dividing it between parties
Mutual gains negotiation looks for ways to create additional value (expand the pie) before deciding how to divide it.
Question 2: A negotiator uses the tactic 'good cop / bad cop.' This is intended to:
- Represent both parties fairly in a bilateral negotiation
- Create psychological pressure by alternating between demanding and reasonable behavior (Correct answer)
- Show the other party that the negotiating team is divided
- Establish rapport by having one friendly negotiator present
Correct answer: Create psychological pressure by alternating between demanding and reasonable behavior
The good cop/bad cop tactic manipulates the other party into conceding to the 'reasonable' negotiator to avoid dealing with the 'unreasonable' one.
Question 3: Which of the following is a verbal de-escalation technique used in law enforcement and crisis counseling?
- Giving an ultimatum to force a decision quickly
- Using a calm, empathic tone while acknowledging the person's feelings (Correct answer)
- Repeating commands firmly until compliance occurs
- Demanding the agitated person stop and listen
Correct answer: Using a calm, empathic tone while acknowledging the person's feelings
Verbal de-escalation uses calm tone, empathy, and validation to reduce emotional intensity and build rapport.
Question 4: In multi-party negotiations, a 'coalition' can influence outcomes by:
- Reducing the number of issues that need to be resolved
- Combining the power of multiple parties to influence a dominant player (Correct answer)
- Speeding up negotiations by limiting the number of voices
- Eliminating the need for a neutral mediator
Correct answer: Combining the power of multiple parties to influence a dominant player
Coalitions aggregate the leverage of multiple weaker parties to balance power against a stronger negotiating opponent.
Question 5: What is 'integrative negotiation'?
- A negotiation approach where one party integrates the other's demands fully
- A win-win approach that seeks creative solutions satisfying key interests of all parties (Correct answer)
- Combining legal and informal dispute resolution processes
- A style where negotiators integrate all issues into a single package deal
Correct answer: A win-win approach that seeks creative solutions satisfying key interests of all parties
Integrative negotiation contrasts with distributive (win-lose) negotiation by seeking creative, jointly beneficial solutions.
Question 6: What cognitive bias causes negotiators to interpret ambiguous information as supporting their own position during a conflict?
- Anchoring bias
- Confirmation bias (Correct answer)
- Availability heuristic
- Sunk cost fallacy
Correct answer: Confirmation bias
Confirmation bias leads people to seek and favor information that confirms their existing beliefs, reinforcing their position in a conflict.
Conflict Management Conflict Management Negotiation & De-escalation 2
What does 'mutual gains negotiation' prioritize?