CBN CBN Negotiation Planning & Preparation 2

Question 1

Which of the following best describes 'issue mapping' in negotiation preparation?

Accepted Answer

Identifying and categorizing all issues to be negotiated before talks begin

Answer

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?

Accepted Answer

It sets the ideal outcome you hope to achieve through negotiation

Answer

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?

Accepted Answer

It requires prioritizing the most critical issues to resolve quickly

Answer

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?

Accepted Answer

To practice responses to anticipated arguments and test strategies

Answer

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?

Accepted Answer

Work to strengthen alternatives before entering negotiations

Answer

Strengthening your BATNA before negotiations improves your leverage and reduces pressure to accept unfavorable terms.

(CBN) Certified Business Negotiator Practice Test