CBN Concession Strategies & Tactics 2

Question 1

In negotiation, 'anchoring' refers to which of the following concepts?

Accepted Answer

Setting an initial position that influences the perceived range of the entire negotiation

Answer

Fixing the contract to a specific legal jurisdiction

Answer

Using a third party to validate the fairness of your position

Answer

Refusing all concessions until the other party moves first

Question 2

Why is it important to attach conditions or justifications when making a concession?

Accepted Answer

To prevent the other party from expecting future concessions at the same pace

Answer

To comply with standard commercial contract law requirements

Answer

To establish clear dominance in the negotiation dynamic

Answer

To create a written record of all concessions made during talks

Question 3

What is the primary risk of making large, rapid concessions early in a negotiation?

Accepted Answer

It raises the other party's aspiration level and expectation for further concessions

Answer

It may cause the other party to trust you too quickly

Answer

It creates a binding legal obligation to continue conceding throughout talks

Answer

It unnecessarily reduces the total time available for negotiation

Question 4

In a multi-issue negotiation, trading concessions across different issues based on each party's differing priorities is called:

Accepted Answer

Logrolling

Answer

Bundling

Answer

Anchoring

Answer

Bracketing

Question 5

What does the 'bracketing' concession strategy involve?

Accepted Answer

Making an offer calculated so the midpoint between positions lands at your target

Answer

Adding legal brackets to flag contested terms in contract drafts

Answer

Refusing to move until the other party states a bracketed counter-position

Answer

Grouping all planned concessions into a single final offer package

Question 6

Which concession approach is most effective when you want to credibly signal that you have reached your final position?

Accepted Answer

A diminishing concession paired with a clear verbal statement of limits

Answer

A large single concession paired with a 'take it or leave it' ultimatum

Answer

A series of equal-sized concessions to show consistency

Answer

Refusing to make any further concession without explanation

Question 7

What does the 'splitting the difference' technique mean in concession-making?

Accepted Answer

Both parties conceding to meet exactly halfway between their stated positions

Answer

Dividing the contract obligations into two separate legal agreements

Answer

Splitting the negotiation team into two separate working groups

Answer

Dividing a single concession across multiple payment periods