CBN CBN Value Creation & Claiming 2

Question 1

What does 'value claiming' refer to in business negotiation?

Accepted Answer

Capturing as much as possible of the available deal value for yourself

Answer

Value claiming involves using negotiation tactics to secure the largest possible share of the deal's total available value.

Question 2

How can anchoring be used as a value-claiming tactic?

Accepted Answer

By making the first offer to set a reference point that influences the final outcome

Answer

A strong opening anchor biases subsequent negotiations toward that reference point, helping the anchoring party claim more value.

Question 3

What is the tension between value creation and value claiming in negotiation?

Accepted Answer

Creating value requires openness, while claiming value requires withholding information

Answer

The negotiator's dilemma arises because sharing information creates value but also exposes weaknesses that the other party can exploit when claiming value.

Question 4

Which strategy allows a negotiator to both create and claim value effectively?

Accepted Answer

Sequencing — create value first through collaboration, then claim strategically

Answer

Skilled negotiators first expand available value through collaboration, then use strategic techniques to secure their fair share of that value.

Question 5

What is a 'package deal' and how does it support value creation?

Accepted Answer

Bundling multiple issues together to enable trades that increase overall value

Answer

Package deals allow parties to make trades across multiple issues simultaneously, often creating more value than negotiating each issue separately.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN CBN Value Creation & Claiming 2