CBN Negotiation Planning & Preparation Flashcards

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

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.

What is the benefit of establishing a 'target point' in negotiation?

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.

How does time pressure affect negotiation preparation?

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.

What is the purpose of role-playing in negotiation preparation?

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.

What should a negotiator do if preparation reveals a weak BATNA?

Answer: Work to strengthen alternatives before entering negotiations

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

What is meant by 'framing your opening position' in negotiation preparation?

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.