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 Higher Authority tactic is used to delay commitments or limit concessions by claiming that an absent decision-maker must approve any agreement.

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

Salami slicing involves obtaining small, seemingly minor additional concessions one at a time after the core deal looks settled, with each slice individually hard to refuse but collectively significant.

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

Anchoring exploits the psychological tendency to give disproportionate weight to the first figure mentioned, so the first offer shapes the expectations and parameters of subsequent bargaining.

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

Introducing new issues or repackaging existing ones can break deadlock by creating new variables that allow both parties to make movement without losing face on previously stated positions.

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

Tradeable issues are matters that each side values differently, enabling mutually beneficial exchanges where each party concedes on lower-priority items to gain on higher-priority ones.

BPTC Practice Test

BPTC Practice Test

BPTC Negotiation Skills 2