Conflict Resolution & Problem Solving Flashcards

What is the purpose of a 'contingent agreement' in resolving a negotiation impasse caused by differing forecasts?

Answer: It links the deal terms to a future event or outcome, letting each party bet on their own prediction

Contingent agreements resolve forecast disagreements by making terms dependent on what actually happens, aligning incentives with predictions.

Which conflict resolution principle holds that agreements are more durable when parties feel the process was fair, even if the outcome was not ideal?

Answer: Procedural justice

Procedural justice theory shows that perceived fairness of the process increases commitment to outcomes, even when the result is less than desired.

During a negotiation, one party uses 'anchoring.' What is the recommended counter-strategy?

Answer: Ignore the anchor and introduce your own well-justified reference point

Countering an anchor with a competing, well-justified reference point reduces the anchor's psychological pull and reframes the negotiation range.

In a workplace conflict between two departments, which third-party role involves the most authority to impose a solution?

Answer: Arbitrator

An arbitrator has the authority to render a binding decision, unlike facilitators, mediators, or conciliators who assist but do not impose outcomes.

Which negotiation concept describes the point at which a party prefers no deal over accepting the current offer?

Answer: Reservation Point

The reservation point is the least favorable point at which a negotiator will still accept a deal; any offer worse than this triggers a walk-away.

What does 'expanding the pie' mean in integrative negotiation?

Answer: Creating additional value by addressing multiple issues so both parties gain more overall

Expanding the pie means discovering or creating additional value—through trades, packaging, or new options—so total gains exceed what a simple split would yield.

A negotiator applies 'force field analysis' to a conflict. What does this tool identify?

Answer: The driving and restraining forces affecting a change or resolution

Force field analysis, developed by Kurt Lewin, maps forces pushing toward and against a desired resolution, helping prioritize where to strengthen drivers or reduce barriers.