CBN Negotiation Strategies & Techniques 2

Question 1

In a multi-party negotiation, what is the primary risk of forming a coalition?

Accepted Answer

Internal disagreements that weaken the coalition's position

Answer

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?

Accepted Answer

Extreme anchoring

Answer

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:

Accepted Answer

After the main deal is nearly closed

Answer

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:

Accepted Answer

Pressure the other party to fill the void with concessions

Answer

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:

Accepted Answer

Showing a visible negative reaction to an offer to signal it is unacceptable

Answer

A visible flinch signals dissatisfaction and can cause the other party to immediately soften their position.

(CBN) Certified Business Negotiator Practice Test