CBN Concession Strategies & Tactics 4 — Questions and Answers
Question 1: A negotiator makes a large initial concession followed by progressively smaller ones. What pattern does this represent?
- Diminishing concessions pattern (Correct answer)
- Escalating concessions pattern
- Reciprocal concessions pattern
- Conditional concessions pattern
Correct answer: Diminishing concessions pattern
The diminishing concessions pattern signals that a negotiator is approaching their limit, anchoring expectations that future concessions will be minimal.
Question 2: In a multi-issue negotiation, trading a concession on issue A in exchange for movement on issue B is known as:
- Log-rolling (Correct answer)
- Nibbling
- Bracketing
- Anchoring
Correct answer: Log-rolling
Log-rolling involves trading concessions across different issues, allowing both parties to gain value on their highest-priority items.
Question 3: When should a negotiator use a 'conditional concession' rather than an unconditional one?
- When you want to ensure reciprocity before giving value away (Correct answer)
- When you have already reached your target outcome
- When the other party has more power in the negotiation
- When time pressure is high and a deal must close quickly
Correct answer: When you want to ensure reciprocity before giving value away
Conditional concessions ('if you do X, I will do Y') protect the negotiator from giving away value without receiving something in return.
Question 4: A buyer requests a price reduction after the contract has already been agreed upon. This tactic is called:
- Nibbling (Correct answer)
- Bracketing
- Good cop/bad cop
- False deadline
Correct answer: Nibbling
Nibbling involves requesting small additional concessions after the main deal is struck, exploiting the other party's desire to close.
Question 5: Which concession strategy is most effective when both parties are far apart on price?
- Bracketing — set an anchor far beyond your target to leave room to concede (Correct answer)
- Immediate final offer — state your best price upfront to save time
- Silent concession — say nothing and wait for the other party to move
- Mirroring — match every concession the other party makes exactly
Correct answer: Bracketing — set an anchor far beyond your target to leave room to concede
Bracketing positions your opening offer so that splitting the difference lands near your actual target, making concessions strategic rather than reactive.
Question 6: A negotiator says, 'I can lower the price, but only if you commit to a three-year contract.' This is an example of:
- A conditional concession (Correct answer)
- A unilateral concession
- A positional concession
- A goodwill concession
Correct answer: A conditional concession
Linking a price reduction to a contract commitment is a conditional concession that exchanges value rather than simply reducing price.
Question 7: What is the primary risk of making too many concessions too quickly in a negotiation?
- It signals desperation and invites the other party to push for even more (Correct answer)
- It builds goodwill and accelerates agreement
- It establishes a collaborative tone early in the process
- It reduces the risk of deadlock by showing flexibility
Correct answer: It signals desperation and invites the other party to push for even more
Rapid concessions signal weakness or desperation, encouraging the other party to continue pushing rather than reciprocating.
CBN Concession Strategies & Tactics 4
A negotiator makes a large initial concession followed by progressively smaller ones.
What pattern does this represent?