Conflict Management Strategies 4 — Questions and Answers
Question 1: Which negotiation strategy involves making an initial extreme offer to anchor the final agreement closer to your preferred outcome?
- BATNA anchoring
- Extreme opening offer (Correct answer)
- Logrolling
- Package deal
Correct answer: Extreme opening offer
Starting with an extreme position anchors the negotiation and can pull the final settlement toward the opener's preference.
Question 2: What does BATNA stand for in negotiation strategy?
- Best Alternative To a Negotiated Agreement (Correct answer)
- Bargaining Authority Through Negotiated Agreements
- Basic Approach To Neutral Arbitration
- Bilateral Agreement Tied to Neutral Assessment
Correct answer: Best Alternative To a Negotiated Agreement
BATNA is your best course of action if current negotiations fail, and knowing it strengthens your negotiating position.
Question 3: Logrolling in conflict negotiation refers to:
- Delaying resolution to gain leverage
- Trading concessions on different issues so each party gains on priorities (Correct answer)
- Forcing the other side into a corner
- Documenting all agreements in writing
Correct answer: Trading concessions on different issues so each party gains on priorities
Logrolling creates value by exchanging concessions where each party gives up less-valued items to gain high-priority ones.
Question 4: A conflict resolution coach advises a client to restate the opposing party's argument in a neutral, non-threatening way before responding. This technique is called:
- Mirroring
- Reframing
- Paraphrasing (Correct answer)
- Deflection
Correct answer: Paraphrasing
Paraphrasing demonstrates understanding, reduces defensiveness, and verifies that the listener correctly interpreted the speaker.
Question 5: Which strategy is most effective when a conflict stems from a misunderstanding rather than a genuine clash of interests?
- Arbitration
- Clarification and communication (Correct answer)
- Avoidance
- Competing
Correct answer: Clarification and communication
When conflict arises from miscommunication, clarifying the misunderstanding often resolves it without further intervention.
Question 6: In organizational conflict, a 'superordinate goal' strategy resolves conflict by:
- Establishing clear hierarchy to eliminate ambiguity
- Introducing a shared goal that requires cooperation from all parties (Correct answer)
- Separating conflicting parties into different teams
- Bringing in an external authority to arbitrate
Correct answer: Introducing a shared goal that requires cooperation from all parties
Superordinate goals unite conflicting parties around a common objective that neither can achieve alone.
Question 7: A negotiator who knows their BATNA is weak should primarily focus on:
- Walking away immediately
- Improving their BATNA before or during negotiations (Correct answer)
- Agreeing to all demands to preserve the relationship
- Using deceptive tactics to gain leverage
Correct answer: Improving their BATNA before or during negotiations
Strengthening your BATNA before negotiations improves your leverage and negotiating position.
Conflict Management Strategies 4
Which negotiation strategy involves making an initial extreme offer to anchor the final agreement closer to your preferred outcome?