CCM CCM Negotiation Fundamentals & Techniques 3

Question 1

What is the purpose of a 'cooling-off period' in a negotiation that has reached an impasse?

Accepted Answer

To reduce emotional intensity and allow parties to reconsider positions

Answer

To allow legal counsel to take over entirely

Answer

To invalidate prior concessions made by either party

Answer

To transfer the matter automatically to arbitration

Question 2

Which ethical principle requires a negotiator to avoid deliberate misrepresentation of facts or intentions?

Accepted Answer

Good faith bargaining

Answer

Reciprocity

Answer

Mutual adjustment

Answer

Interest convergence

Question 3

In cross-cultural negotiations, a conflict manager should be most attentive to differences in:

Accepted Answer

Communication styles, time orientation, and hierarchy norms

Answer

Office decor preferences

Answer

Currency exchange rates

Answer

Technical jargon in the industry

Question 4

The 'nibbling' tactic occurs when a party:

Accepted Answer

Requests additional small concessions after the main deal is reached

Answer

Makes many small concessions throughout the process

Answer

Slowly increases demands as the deadline approaches

Answer

Withholds information in early negotiation rounds

Question 5

A conflict manager coaching a party should advise that the best time to make concessions is:

Accepted Answer

Strategically and conditionally, linked to movement from the other party

Answer

Immediately to demonstrate goodwill

Answer

Never, to maintain a strong position

Answer

Only after arbitration begins

Question 6

Post-settlement settlements (PSS) are used in negotiation to:

Accepted Answer

Seek a mutually superior outcome after an initial deal is reached

Answer

Enforce agreements through the courts

Answer

Document the negotiation process for audit purposes

Answer

Replace the original agreement if one party defaults