Principled Negotiation Strategy Flashcards
7 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Principled Negotiation Strategy flashcards as text
A vendor insists on a fixed price, but you need flexibility due to budget constraints. Which principled negotiation move addresses this positional deadlock?
Answer: Ask 'why' to uncover the vendor's underlying interest
Asking why reveals the underlying interest behind a position, opening space for creative solutions that satisfy both parties.
Which of the following best describes a 'negotiation judo' technique from Getting to Yes?
Answer: Redirecting the other party's attack by stepping aside and turning it into an exploration of interests
Negotiation judo involves deflecting attacks rather than resisting them, refocusing energy on problem-solving.
In the one-text procedure, what is the primary purpose of circulating a single draft document?
Answer: To build a joint solution incrementally by inviting criticism rather than commitment
The one-text procedure uses a single evolving draft to collect criticism and improvements without locking either party into positions.
Your BATNA is weak heading into a negotiation. What is the most strategically sound response?
Answer: Strengthen your BATNA before or during the negotiation
Improving your BATNA before entering negotiation increases your actual leverage and reservation point.
Which objective criterion would be most appropriate when negotiating the sale price of commercial real estate?
Answer: Recent comparable sales (comps) in the same market
Comparable market sales are an independent, verifiable standard that both parties can accept as fair.
A counterpart uses a 'good cop/bad cop' routine during negotiations. What is the recommended principled response?
Answer: Name the tactic openly and redirect discussion to the issues
Explicitly naming a manipulative tactic neutralizes it without attacking the people personally.
Reframing in principled negotiation means:
Answer: Restating a position as an interest or a problem to be jointly solved
Reframing transforms positional statements into interest-based or problem-solving language, opening collaborative space.