Conflict Resolution & Negotiation Flashcards

In distributive negotiation, what is primarily being negotiated?

Answer: A fixed amount of value that parties divide between them

Distributive negotiation is a zero-sum split of a fixed pie of value.

Which tactic best converts a distributive negotiation into an integrative one?

Answer: Adding multiple issues to trade across differing priorities

Introducing multiple issues lets parties trade on different priorities and expand the pie.

A business coach notices a client uses avoidance for every workplace conflict. When is avoidance actually an appropriate conflict style?

Answer: When the issue is trivial or emotions need time to cool

Avoidance suits trivial issues or moments when tensions are too high for productive dialogue.

What is the anchoring effect in negotiation?

Answer: The first number offered disproportionately influences the final outcome

Anchoring is a cognitive bias where the first offer pulls subsequent counteroffers toward it.

During a team conflict session, a coach hears 'You never support my projects!' Which response models nonviolent communication (NVC)?

Answer: Restating the concern as an observation, feeling, need, and request

NVC translates blame into observations, feelings, needs, and concrete requests.

Why should a negotiator strengthen their BATNA before entering talks?

Answer: A stronger fallback increases leverage and confidence at the table

A strong BATNA raises your walk-away power, improving both leverage and decision quality.

A coach's client faces a vendor who keeps making personal attacks. According to principled negotiation, what should the client do?

Answer: Separate the people from the problem and address issues on their merits

Principled negotiation says to separate the people from the problem rather than react personally.