CCM CCM Negotiation Fundamentals & Techniques

Question 1

Which negotiation approach focuses on mutual gains and interests rather than fixed positions?

Accepted Answer

Interest-based negotiation

Answer

Positional bargaining

Answer

Distributive negotiation

Answer

Competitive bargaining

Question 2

What does BATNA stand for in negotiation theory?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

Basic Approach To Negotiating Agreements

Answer

Bilateral Agreement Terms and Negotiation Actions

Answer

Best Agreed Terms Near Arbitration

Question 3

In distributive negotiation, the 'zone of possible agreement' (ZOPA) is best described as:

Accepted Answer

The overlap between each party's reservation points

Answer

The range of issues open for discussion

Answer

The mediator's proposed settlement range

Answer

The legal boundaries of an enforceable contract

Question 4

Which tactic involves making an extreme opening offer to anchor the negotiation in your favor?

Accepted Answer

Anchoring

Answer

Logrolling

Answer

Bracketing

Answer

Nibbling

Question 5

Logrolling in negotiation refers to:

Accepted Answer

Trading concessions on different issues to create joint gains

Answer

Delaying tactics to wear down the other party

Answer

Repeatedly restating your position louder

Answer

Using a neutral third party to resolve deadlocks

Question 6

A conflict manager preparing a client for negotiation should first help them identify:

Accepted Answer

Their own underlying interests and BATNA

Answer

The other party's weaknesses

Answer

Historical precedents for similar disputes

Answer

The maximum concession they are willing to make publicly