CBN Negotiation Strategies & Techniques 2 — Questions and Answers
Question 1: In a multi-party negotiation, what is the primary risk of forming a coalition?
- Reduced bargaining power
- Internal disagreements that weaken the coalition's position (Correct answer)
- Eliminating the need for a BATNA
- Forcing a zero-sum outcome
Correct answer: Internal disagreements that weaken the coalition's position
Coalitions are vulnerable to internal conflicts that opposing parties can exploit to fracture the alliance.
Question 2: Which negotiation tactic involves deliberately starting with an extreme offer to anchor the other party's expectations?
- Bracketing
- Good cop/bad cop
- Extreme anchoring (Correct answer)
- Nibbling
Correct answer: Extreme anchoring
Extreme anchoring sets a reference point that psychologically pulls the final agreement toward the anchor.
Question 3: When using the 'nibbling' technique, a negotiator typically requests small concessions:
- At the opening of negotiations
- During the bargaining phase
- After the main deal is nearly closed (Correct answer)
- Before presenting the initial offer
Correct answer: After the main deal is nearly closed
Nibbling works because the other party is reluctant to jeopardize a near-complete deal over seemingly minor additions.
Question 4: A negotiator who uses 'strategic silence' after making a proposal is primarily trying to:
- Signal disinterest in the deal
- Pressure the other party to fill the void with concessions (Correct answer)
- Buy time to recalculate their position
- Indicate they have no BATNA
Correct answer: Pressure the other party to fill the void with concessions
Silence creates psychological discomfort that often compels the other party to speak and inadvertently offer concessions.
Question 5: The 'flinch' technique in negotiation is best described as:
- Abruptly walking away from the table
- Showing a visible negative reaction to an offer to signal it is unacceptable (Correct answer)
- Requesting a recess to consult advisors
- Making a rapid counter-offer without review
Correct answer: Showing a visible negative reaction to an offer to signal it is unacceptable
A visible flinch signals dissatisfaction and can cause the other party to immediately soften their position.
Question 6: In interest-based negotiation, 'objective criteria' are used to:
- Determine which party has more power
- Provide fair, external standards to evaluate proposed solutions (Correct answer)
- Replace the need for a ZOPA
- Establish the opening position
Correct answer: Provide fair, external standards to evaluate proposed solutions
Objective criteria such as market value or legal precedent depersonalize the negotiation and support fair outcomes.
Question 7: Which strategy is most appropriate when a negotiator has a weak BATNA?
- Reveal the BATNA early to build trust
- Work aggressively to improve the BATNA before or during negotiations (Correct answer)
- Adopt a competitive positional bargaining stance
- Demand more concessions to compensate
Correct answer: Work aggressively to improve the BATNA before or during negotiations
Strengthening your BATNA before or during negotiations increases your leverage and walk-away power.
CBN Negotiation Strategies & Techniques 2
In a multi-party negotiation, what is the primary risk of forming a coalition?