CBN Negotiation Strategies & Techniques 3

Question 1

The 'good cop/bad cop' tactic is most effective when the negotiating team wants to:

Accepted Answer

Create psychological pressure while maintaining a cooperative relationship with one team member

Answer

The tactic uses role contrast so the 'good cop' can extract concessions while preserving rapport.

Question 2

A 'time pressure' tactic in negotiation is most effective against a counterpart who:

Accepted Answer

Faces a real or perceived deadline

Answer

Deadlines compress decision-making and can cause parties under time pressure to accept less favorable terms.

Question 3

Which approach best describes 'logrolling' in a negotiation?

Accepted Answer

Trading concessions on issues where parties have differing priorities

Answer

Logrolling creates value by allowing each party to give up less important items in exchange for gains on high-priority issues.

Question 4

The 'broken record' technique involves a negotiator:

Accepted Answer

Calmly restating their position each time pressure is applied

Answer

Persistent, calm repetition of a position resists manipulation while avoiding escalation.

Question 5

In a distributive negotiation, the 'settlement range' is defined as:

Accepted Answer

The overlap between the seller's minimum and the buyer's maximum acceptable price

Answer

A settlement range (or ZOPA) exists only when the buyer's maximum exceeds the seller's reservation price.

(CBN) Certified Business Negotiator Practice Test