CBN CBN Negotiation Planning & Preparation 2 — Questions and Answers
Question 1: Which of the following best describes 'issue mapping' in negotiation preparation?
- Identifying and categorizing all issues to be negotiated before talks begin (Correct answer)
- Drawing a physical layout of the negotiation venue and seating
- Listing only the demands you consider most important
- Recording the history and outcomes of all previous negotiations
Correct answer: Identifying and categorizing all issues to be negotiated before talks begin
Issue mapping provides a comprehensive view of all negotiable items and their relative importance before talks begin.
Question 2: What is the benefit of establishing a 'target point' in negotiation?
- It sets the ideal outcome you hope to achieve through negotiation (Correct answer)
- It locks you into a fixed position that cannot be changed
- It is used only as a reference when making final concessions
- It replaces the need to prepare strong outside alternatives
Correct answer: It sets the ideal outcome you hope to achieve through negotiation
A target point gives negotiators a concrete goal to work toward rather than simply accepting the first reasonable offer.
Question 3: How does time pressure affect negotiation preparation?
- It requires prioritizing the most critical issues to resolve quickly (Correct answer)
- It always benefits the side that has an external deadline
- It removes the strategic importance of having a strong BATNA
- It reduces the overall importance of thorough preparation
Correct answer: It requires prioritizing the most critical issues to resolve quickly
When time is limited, thorough preparation ensures negotiators focus on high-priority items and avoid wasting time on secondary issues.
Question 4: What is the purpose of role-playing in negotiation preparation?
- To practice responses to anticipated arguments and test strategies (Correct answer)
- To entertain stakeholders before formal negotiations begin
- To finalize key contract terms before the actual meeting
- To completely replace the need for a live negotiation session
Correct answer: To practice responses to anticipated arguments and test strategies
Role-playing allows negotiators to rehearse their positions, identify weaknesses, and refine their approach before the actual discussion.
Question 5: What should a negotiator do if preparation reveals a weak BATNA?
- Work to strengthen alternatives before entering negotiations (Correct answer)
- Avoid negotiating altogether until conditions improve
- Disclose the weak BATNA openly to build trust with counterpart
- Immediately concede to the other party's demands at the table
Correct answer: Work to strengthen alternatives before entering negotiations
Strengthening your BATNA before negotiations improves your leverage and reduces pressure to accept unfavorable terms.
Question 6: What is meant by 'framing your opening position' in negotiation preparation?
- Deciding how to present your initial offer to anchor discussion favorably (Correct answer)
- Accepting the other party's first offer to demonstrate goodwill
- Avoiding making the first offer under all circumstances
- Setting a non-negotiable demand that cannot be altered
Correct answer: Deciding how to present your initial offer to anchor discussion favorably
Framing the opening position strategically anchors the negotiation range and influences the direction of subsequent discussions.
CBN CBN Negotiation Planning & Preparation 2
Which of the following best describes 'issue mapping' in negotiation preparation?