CBN Principled Negotiation Strategy 3

Question 1

What does ZOPA stand for in negotiation theory?

Accepted Answer

Zone of Possible Agreement

Answer

ZOPA is the range between each party's reservation point where a mutually acceptable deal can be reached.

Question 2

When interests appear incompatible, principled negotiation recommends:

Accepted Answer

Brainstorming multiple options before evaluating any

Answer

Inventing options before judging them widens the solution space and often reveals trades not visible from fixed positions.

Question 3

An anchor in negotiation refers to:

Accepted Answer

The first numerical offer made, which biases subsequent counteroffers

Answer

Anchoring exploits cognitive bias: the first number stated disproportionately influences the final settlement range.

Question 4

Which behavior reflects the 'separate the people from the problem' principle during a heated exchange?

Accepted Answer

Acknowledging the other party's emotions while redirecting to the substantive issue

Answer

Acknowledging emotions validates the relationship while keeping focus on the joint problem to be solved.

Question 5

A negotiator proposes packaging several issues together rather than resolving them sequentially. This technique is called:

Accepted Answer

Logrolling

Answer

Logrolling bundles issues so parties can trade across them, creating value by exploiting differences in priorities.

(CBN) Certified Business Negotiator Practice Test