BPTC Negotiation Skills 2

Question 1

Which negotiation tactic involves a party claiming they must refer any decision to an absent authority before agreeing?

Accepted Answer

The Higher Authority tactic

Answer

The Bogey tactic

Answer

Good cop/bad cop

Answer

Salami slicing

Question 2

In negotiation, 'salami slicing' refers to which behaviour?

Accepted Answer

Extracting a series of small additional concessions after the main deal appears concluded

Answer

Dramatically cutting an opening offer at the last moment to pressure settlement

Answer

Dividing the issues in dispute into separate negotiation tracks

Answer

Offering a large concession upfront to build goodwill and reciprocity

Question 3

What is 'anchoring' in the context of negotiation?

Accepted Answer

Making the first offer so as to set a reference point that influences the range of negotiation

Answer

Refusing to move from one's opening position regardless of counter-offers

Answer

Tying one party's obligations to the occurrence of a future contingency

Answer

Reaching agreement on all non-financial issues before discussing money

Question 4

Which of the following is a recognised technique for breaking a deadlock in negotiation?

Accepted Answer

Introducing a new issue or repackaging the deal to create fresh trade-off possibilities

Answer

Repeating the same offer more forcefully until the opponent concedes

Answer

Threatening to issue proceedings immediately

Answer

Demanding the opponent make all remaining concessions without further movement from your side

Question 5

What does identifying 'tradeable issues' during negotiation preparation help counsel to achieve?

Accepted Answer

Finding issues of differing relative value to each side that can be exchanged to reach settlement

Answer

Determining which legal claims are too weak to pursue

Answer

Calculating the monetary value of all heads of loss

Answer

Identifying which witnesses are likely to be credible at trial

Question 6

What does 'logrolling' mean in negotiation?

Accepted Answer

Exchanging concessions on different issues so each party gains on what matters most to them

Answer

Making large, early concessions to generate goodwill and encourage reciprocity

Answer

Continuously withdrawing from previously agreed positions as circumstances change

Answer

Using time pressure and artificial deadlines to force an agreement

Question 7

In a BPTC negotiation assessment, on what basis are students primarily evaluated?

Accepted Answer

The quality of the negotiation process, including preparation, communication, and professional conduct

Answer

Achieving the highest possible financial settlement for the client regardless of approach

Answer

Using the most assertive and competitive tactics available

Answer

Reaching a concluded settlement within the first ten minutes of the exercise