Power Dynamics & Coalition Building Flashcards
7 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Power Dynamics & Coalition Building flashcards as text
A negotiator who controls the meeting agenda, room setup, and time limits is exercising which form of power?
Answer: Structural power
Structural power comes from controlling the context, process, and environment of a negotiation, which can subtly shape outcomes before substantive discussion begins.
In multi-party negotiations, 'issue linkage' is used primarily to:
Answer: Create package deals that make coalition formation easier by satisfying multiple parties
Linking issues allows negotiators to craft packages where each coalition member gains on at least one issue, making it easier to sustain cooperative alliances.
What does 'defection risk' refer to in the context of coalition maintenance?
Answer: The likelihood that a coalition member will switch sides or withdraw when offered a better deal
Defection risk is the probability that individual coalition members will abandon the alliance if a competing party offers them a more attractive side deal.
Which of the following BEST describes 'reciprocity' as a source of negotiation power?
Answer: Creating a sense of obligation by offering concessions or favors that the other party feels compelled to return
Reciprocity exploits the social norm that people feel obligated to return favors, giving the initiating party influence over the other's behavior.
A pivotal party in a coalition negotiation is BEST defined as:
Answer: A party whose membership or defection determines whether the coalition wins or loses
A pivotal party is critical because adding or removing them changes the coalition's ability to meet its winning threshold, giving them disproportionate bargaining leverage.
When a negotiator deliberately creates the impression of having many alternatives even when their BATNA is weak, this is called:
Answer: BATNA bluffing
BATNA bluffing involves misrepresenting the quality or availability of alternatives to appear more powerful, though it carries significant credibility risk if exposed.
In the context of power dynamics, 'dependency asymmetry' means:
Answer: One party needs the deal more than the other, creating a power imbalance
Dependency asymmetry exists when one party relies more heavily on the negotiation's success, reducing their resistance to concessions and shifting power to the less-dependent party.