CBN Ethical Boundaries & Good Faith 3

Question 1

A negotiator is pressured by their employer to use tactics they believe are unethical. The most professionally appropriate response is to:

Accepted Answer

Raise concerns through internal channels and, if unresolved, consider withdrawing

Answer

Professional negotiators should voice ethical concerns internally; if unresolved and serious, withdrawing from the engagement is preferable to participating in unethical conduct.

Question 2

Which of the following is an example of an ethically permissible negotiating tactic?

Accepted Answer

Anchoring with an ambitious but honestly held opening position

Answer

Anchoring with a high but genuine opening position is a legitimate tactic; the others involve deception or empty threats.

Question 3

The principle of 'proportionality' in negotiation ethics suggests that:

Accepted Answer

The aggressiveness of tactics should be proportionate to the stakes and context

Answer

Proportionality means that the intensity and approach of negotiation tactics should match the stakes and relationship context appropriately.

Question 4

When a negotiator uses a 'nibble' — asking for small extras after agreement — this is ethically problematic primarily because:

Accepted Answer

It exploits psychological commitment and can violate the spirit of the agreed deal

Answer

The nibble tactic exploits the other party's sunk-cost bias and commitment, undermining the integrity of the concluded agreement.

Question 5

A negotiator's client instructs them to convey false urgency to the other side. Under professional ethics, the negotiator should:

Accepted Answer

Refuse, as making false statements of fact violates professional ethical standards

Answer

Professional negotiation codes prohibit knowingly making false statements of fact, regardless of client instructions.

(CBN) Certified Business Negotiator Practice Test

(CBN) Certified Business Negotiator Practice Test

CBN Ethical Boundaries & Good Faith 3