Conflict Management Conflict Management Negotiation & De-escalation 2

Question 1

What does 'mutual gains negotiation' prioritize?

Accepted Answer

Expanding the total value available before dividing it between parties

Answer

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:

Accepted Answer

Create psychological pressure by alternating between demanding and reasonable behavior

Answer

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?

Accepted Answer

Using a calm, empathic tone while acknowledging the person's feelings

Answer

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:

Accepted Answer

Combining the power of multiple parties to influence a dominant player

Answer

Coalitions aggregate the leverage of multiple weaker parties to balance power against a stronger negotiating opponent.

Question 5

What is 'integrative negotiation'?

Accepted Answer

A win-win approach that seeks creative solutions satisfying key interests of all parties

Answer

Integrative negotiation contrasts with distributive (win-lose) negotiation by seeking creative, jointly beneficial solutions.

Conflict Management Practice Test