CBN Concession Strategies & Tactics 4

Question 1

A negotiator makes a large initial concession followed by progressively smaller ones. What pattern does this represent?

Accepted Answer

Diminishing concessions pattern

Answer

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:

Accepted Answer

Log-rolling

Answer

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?

Accepted Answer

When you want to ensure reciprocity before giving value away

Answer

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:

Accepted Answer

Nibbling

Answer

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?

Accepted Answer

Bracketing — set an anchor far beyond your target to leave room to concede

Answer

Bracketing positions your opening offer so that splitting the difference lands near your actual target, making concessions strategic rather than reactive.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Concession Strategies & Tactics 4