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

Anchoring establishes a reference point with your first offer that shapes both parties' perceptions of what constitutes a reasonable outcome throughout the negotiation.

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

Justified concessions signal that each movement was earned rather than arbitrary, managing the other party's expectations about the pace and size of future concessions.

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

Large early concessions signal that your opening position was inflated, raising the other party's expectations and encouraging them to demand further movement.

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

Logrolling involves trading concessions on different issues based on each party's priorities, expanding the overall value of the deal for both sides.

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

Bracketing involves making an offer calculated so that the expected midpoint between your offer and the other party's counter lands precisely at your target outcome.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Concession Strategies & Tactics 2