Conflict Resolution and Negotiation Flashcards

During a negotiation, your counterpart anchors the discussion with an extreme opening offer. What is the most effective response?

Answer: Counter with your own well-reasoned anchor rather than adjusting from theirs

Re-anchoring with a justified counter-offer prevents you from being pulled toward the extreme anchor.

Which conflict resolution style is most appropriate when an issue is trivial and preserving the relationship matters more than the outcome?

Answer: Accommodating

Accommodating is best when the issue is minor and you want to maintain goodwill with the other party.

A teammate publicly criticizes your project in a meeting. What is the best immediate response?

Answer: Ask the teammate to elaborate so you understand their concern

Calmly seeking clarification de-escalates tension and turns criticism into constructive dialogue.

What does BATNA stand for in negotiation theory?

Answer: Best Alternative To a Negotiated Agreement

BATNA is the course of action you'll take if negotiations fail, and knowing it strengthens your position.

Two departments are in conflict over shared budget resources. A mediator is brought in. What is the mediator's primary role?

Answer: Facilitate communication so both parties can reach their own agreement

Mediators are neutral facilitators who help parties communicate and find mutually acceptable solutions, not decision-makers.

Which listening behavior is most likely to escalate a conflict?

Answer: Interrupting to correct factual errors

Interrupting — even to correct facts — signals disrespect and fuels defensiveness, escalating conflict.

In principled negotiation, separating people from the problem means:

Answer: Addressing the issue without attacking the personalities involved

Principled negotiation focuses on interests and issues, not personal attacks, to keep discussions productive.