Conflict Management & Negotiation
Chapter notes, video classes, MCQ practice tests and quick-revision one-liners for Advanced Bank Management — CAIIB.
One-liners from this chapter
Free sample — 8 of 66 rapid-fire Q&A cards.
What are the five conflict resolution styles identified in the Thomas-Kilmann model?
The five styles are Competing, Collaborating, Compromising, Avoiding, and Accommodating, each defined by a combination of assertiveness and cooperativeness.
In the Thomas-Kilmann model, which conflict style combines low assertiveness and high cooperativeness?
Accommodating
Which Thomas-Kilmann conflict style is characterised by high assertiveness and low cooperativeness?
The Competing style is high in assertiveness and low in cooperativeness, where one party pursues its own interests at the expense of the other.
Which conflict style reflects low assertiveness and low cooperativeness in the Thomas-Kilmann model?
Avoiding
Which conflict style is most appropriate when both parties' views have technical merit and a win-win outcome is needed?
The Collaborating style is most appropriate, as it involves joint problem-solving to find an integrative solution that satisfies both parties fully.
What does BATNA stand for in negotiation theory?
Best Alternative to a Negotiated Agreement
What two dimensions form the axes of the Thomas-Kilmann conflict mode instrument?
The two dimensions are assertiveness (the extent to which a party tries to satisfy its own concerns) and cooperativeness (the extent to which a party tries to satisfy the other party's concerns).
What strategic advantage does the party with a stronger BATNA have in negotiations?
Greater leverage, as they can walk away more comfortably
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