Conflict Resolution & Negotiation Flashcards

A coach observes a client conceding rapidly whenever the other party shows displeasure. Which conflict style is the client overusing?

Answer: Accommodating

Accommodating sacrifices one's own concerns to satisfy the other party, which becomes harmful when habitual.

What is 'logrolling' in multi-issue negotiation?

Answer: Trading concessions on issues each party values differently

Logrolling exchanges concessions on low-priority issues for gains on high-priority ones.

During mediation between two co-founders, one becomes visibly flooded with anger. What is the coach's best immediate move?

Answer: Call a short break to let physiological arousal subside

Emotional flooding impairs reasoning, so a pause restores the capacity for productive dialogue.

What is a reservation point in negotiation?

Answer: The least favorable terms a negotiator will accept before walking away

The reservation point is the walk-away threshold, typically set by the negotiator's BATNA.

A business coach helps a client whose team conflict stems from unclear role boundaries. Which intervention targets the root cause?

Answer: Facilitating a session to clarify roles, responsibilities, and decision rights

Structural conflicts require structural fixes such as clarifying roles and decision rights.

Which statement about compromise as a conflict style is most accurate?

Answer: It yields a workable middle ground but may leave value undiscovered compared to collaboration

Compromise splits differences quickly but can miss the integrative value collaboration would uncover.

In cross-cultural negotiations, what should a coach advise a client to research beforehand?

Answer: The counterpart's cultural norms around directness, hierarchy, and relationship-building

Cultural norms shape communication style, decision authority, and pace, so preparation prevents costly misreads.