CPN Conflict Resolution & Problem Solving 3 — Questions and Answers
Question 1: In the Thomas-Kilmann model, which conflict mode results in a lose-lose outcome if overused?
- Collaborating
- Competing
- Avoiding (Correct answer)
- Accommodating
Correct answer: Avoiding
Chronic avoidance means neither party addresses or resolves the issue, leading to unmet needs on both sides over time.
Question 2: A mediator proposes a 'one-text procedure.' What does this involve?
- Each party writes their own draft and the mediator chooses the best one
- The mediator develops a single draft agreement and refines it through iterative feedback from all parties (Correct answer)
- Parties exchange written positions and respond in writing only
- A neutral arbitrator writes a binding decision as a single document
Correct answer: The mediator develops a single draft agreement and refines it through iterative feedback from all parties
The one-text procedure avoids positional entrenchment by circulating a mediator-drafted text that neither party 'owns,' making critique easier.
Question 3: Which of the following best describes 'integrative bargaining'?
- Focusing on dividing a fixed resource as favorably as possible
- Expanding the range of issues to create mutual gains (Correct answer)
- Using competitive tactics to claim the largest share
- Requiring a third party to set the final terms
Correct answer: Expanding the range of issues to create mutual gains
Integrative bargaining seeks to expand the pie by identifying complementary interests, producing outcomes better than simple compromise.
Question 4: What is the primary risk of premature closure in a negotiation?
- It wastes time that could be spent on other agenda items
- It locks parties into a solution before all interests are fully explored (Correct answer)
- It gives one party disproportionate documentation control
- It prevents the use of contingency clauses
Correct answer: It locks parties into a solution before all interests are fully explored
Agreeing too quickly may leave value on the table and fail to address underlying needs that could resurface later.
Question 5: In principled negotiation, what role does 'objective criteria' play?
- It replaces the need for a BATNA
- It provides a fair, external standard to evaluate proposed solutions (Correct answer)
- It allows the stronger party to set the agenda
- It eliminates the need for interest-based discussion
Correct answer: It provides a fair, external standard to evaluate proposed solutions
Objective criteria—such as market value, legal precedent, or expert opinion—depersonalize the negotiation and ground proposals in legitimacy.
Question 6: A negotiator encounters 'positional bargaining.' Which response best moves the negotiation toward resolution?
- Match the position with an equally firm counter-position
- Ask probing questions to uncover the interests behind the position (Correct answer)
- Introduce a new issue to distract from the impasse
- Threaten to involve legal counsel
Correct answer: Ask probing questions to uncover the interests behind the position
Probing questions shift the conversation from stated positions to underlying interests, opening space for creative solutions.
Question 7: Which method is used to resolve disputes when parties cannot agree but want a binding decision without full litigation?
- Facilitation
- Arbitration (Correct answer)
- Conciliation
- Negotiation
Correct answer: Arbitration
Arbitration involves a neutral third party who hears both sides and renders a binding decision, avoiding the cost and time of court proceedings.
CPN Conflict Resolution & Problem Solving 3
In the Thomas-Kilmann model, which conflict mode results in a lose-lose outcome if overused?