CBN CBN Value Creation & Claiming 5

Question 1

Which negotiation behavior most directly undermines value creation in multi-issue talks?

Accepted Answer

Treating each issue as a separate, sequential zero-sum battle

Answer

Issue-by-issue bargaining destroys integrative potential by preventing cross-issue trade-offs that create joint gains.

Question 2

A buyer and supplier have different discount rates (the buyer values future cash more than the supplier does). A skilled CBN candidate would recommend:

Accepted Answer

Structuring payment terms so the buyer pays later and the supplier receives more total value

Answer

Differing time preferences are a value-creation opportunity: delayed payment costs the buyer little but is worth more to a supplier with a lower discount rate.

Question 3

The concept of 'logrolling' in negotiation involves:

Accepted Answer

Trading concessions on issues each party cares about differently

Answer

Logrolling means conceding on issues you care about less in exchange for gains on issues you care about more, creating mutual benefit.

Question 4

Which statement about anchoring in value-claiming is most accurate?

Accepted Answer

The first number stated in a negotiation disproportionately influences the final outcome

Answer

Research consistently shows that first offers anchor subsequent discussion, pulling final agreements toward the opening number.

Question 5

When a negotiator uses 'multiple equivalent simultaneous offers' (MESOs), the key advantage is:

Accepted Answer

Gathering information about the counterpart's preferences without directly asking

Answer

MESOs reveal which issues the counterpart values most based on which package they prefer or reject, enabling better integrative trades.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN CBN Value Creation & Claiming 5