ESSENTIALS OF NEGOTIATION
COMPREHENSIVE EXAMINATION TEST
2026 CERTIFICATION EVALUATION
CONFLICT RESOLUTION PRACTICE BANK
◉ Verbal tactics
Answer: Ask questions, delay commitments, extreme vs realistic
offers.
◉ Behaviors in negotiation
Answer: Normative appeals, commitments, self-disclosure,
questions, promises, threats, warnings, rewards, punishments.
◉ Nonverbal tactics
Answer: Silence (strategic), conversational overlaps (cultural
differences).
◉ Conflict in Negotiation
Answer: Appropriate conflict balances creativity with risk.
◉ Sources of conflict
,Answer: Resource scarcity, differing interests, information
asymmetry, values/beliefs, personality clashes.
◉ Types of conflict
Answer: Substantive, relationship, procedural, process.
◉ Styles of negotiation
Answer: Avoiding, accommodating, compromise, competition,
collaboration.
◉ Negotiation Preparation
Answer: Assess: your BATNA, interests, priorities.
◉ Cuban Missile Crisis Example
Answer: 1962: USSR placed missiles in Cuba; US responded with
naval blockade.
◉ Key lessons from Cuban Missile Crisis
Answer: Consider interests, back-channel communication, and
compromise under high-stakes pressure.
◉ Prisoner's Dilemma
, Answer: A classic game theory concept illustrating the tension
between individual and collective rationality.
◉ Payoff Matrix in Prisoner's Dilemma
Answer: Harry Confesses: Tom Confesses → Tom 5 yrs, Harry 5 yrs;
Tom Does Not Confess → Tom 10 yrs, Harry 0 yrs.
◉ Implications of Prisoner's Dilemma
Answer: Highlights challenges in cooperation, trust, and competition
across fields like economics and evolutionary biology.
◉ Iterated Prisoner's Dilemma
Answer: In repeated interactions, strategies can evolve.
◉ ***-for-tat strategy
Answer: Start by cooperating, then mirror the opponent's last move.
◉ Nash Equilibrium
Answer: No player can gain by changing only their own strategy.
◉ Negotiator's Dilemma
COMPREHENSIVE EXAMINATION TEST
2026 CERTIFICATION EVALUATION
CONFLICT RESOLUTION PRACTICE BANK
◉ Verbal tactics
Answer: Ask questions, delay commitments, extreme vs realistic
offers.
◉ Behaviors in negotiation
Answer: Normative appeals, commitments, self-disclosure,
questions, promises, threats, warnings, rewards, punishments.
◉ Nonverbal tactics
Answer: Silence (strategic), conversational overlaps (cultural
differences).
◉ Conflict in Negotiation
Answer: Appropriate conflict balances creativity with risk.
◉ Sources of conflict
,Answer: Resource scarcity, differing interests, information
asymmetry, values/beliefs, personality clashes.
◉ Types of conflict
Answer: Substantive, relationship, procedural, process.
◉ Styles of negotiation
Answer: Avoiding, accommodating, compromise, competition,
collaboration.
◉ Negotiation Preparation
Answer: Assess: your BATNA, interests, priorities.
◉ Cuban Missile Crisis Example
Answer: 1962: USSR placed missiles in Cuba; US responded with
naval blockade.
◉ Key lessons from Cuban Missile Crisis
Answer: Consider interests, back-channel communication, and
compromise under high-stakes pressure.
◉ Prisoner's Dilemma
, Answer: A classic game theory concept illustrating the tension
between individual and collective rationality.
◉ Payoff Matrix in Prisoner's Dilemma
Answer: Harry Confesses: Tom Confesses → Tom 5 yrs, Harry 5 yrs;
Tom Does Not Confess → Tom 10 yrs, Harry 0 yrs.
◉ Implications of Prisoner's Dilemma
Answer: Highlights challenges in cooperation, trust, and competition
across fields like economics and evolutionary biology.
◉ Iterated Prisoner's Dilemma
Answer: In repeated interactions, strategies can evolve.
◉ ***-for-tat strategy
Answer: Start by cooperating, then mirror the opponent's last move.
◉ Nash Equilibrium
Answer: No player can gain by changing only their own strategy.
◉ Negotiator's Dilemma
