CBN Negotiation Closing Techniques & Deal Finalization Tactics

Question 1

"Nibbling" in negotiation refers to:

Accepted Answer

Requesting additional small concessions after the main agreement has been reached and both parties believe the deal is done

Answer

Making small, incremental concessions throughout the negotiation to appear flexible

Answer

Probing the counterpart's BATNA with indirect questions during early-stage discussions

Answer

Using minor agenda items to build momentum before addressing the main issues

Question 2

Which of the following is a BEHAVIORAL closing signal that indicates a counterpart is ready to finalize an agreement?

Accepted Answer

Asking specific questions about delivery dates, implementation timelines, or payment terms

Answer

Introducing several new issues for negotiation

Answer

Requesting a longer recess than usual

Answer

Reassigning a junior team member to lead the next session

Question 3

The "summary close" technique involves:

Accepted Answer

Recapping all the agreed points before formally requesting commitment, reinforcing the value already achieved

Answer

Providing a written executive summary of your opening position at the start of negotiations

Answer

Summarizing the counterpart's objections to demonstrate you have been listening

Answer

Closing each negotiation session with a written summary to prevent memory lapses

Question 4

A counterpart responds to your final offer with silence for an extended period. According to closing best practices, you should:

Accepted Answer

Remain silent and allow them to respond — the first person to speak often concedes

Answer

Immediately soften your position to fill the silence with a better offer

Answer

Repeat your offer in different words to re-engage the conversation

Answer

Withdraw the offer and reopen the negotiation from an earlier stage

Question 5

Last-minute demands (sometimes called "exploding objections") introduced after a deal is nearly finalized are BEST handled by:

Accepted Answer

Acknowledging the new issue, labeling it as a re-opener, and linking any new concession to a corresponding gain

Answer

Granting the demand to preserve the relationship and close quickly

Answer

Rejecting the demand outright and threatening to walk away

Answer

Deferring the demand to a future contract review period after signing

Question 6

Which closing strategy is MOST appropriate when both parties are close to agreement but remain far apart on one remaining issue?

Accepted Answer

Introduce a previously undiscussed issue to trade against the remaining gap

Answer

Split-the-difference compromise on the final issue

Answer

Escalate to senior decision-makers on both sides to force resolution

Answer

Pause and revert to your opening position to reset expectations