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

Interest-based negotiation, also called integrative or principled negotiation, seeks to identify underlying interests so both parties can reach mutually beneficial agreements.

Question 2

What does BATNA stand for in negotiation theory?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA (Best Alternative To a Negotiated Agreement) represents the course of action a party will take if negotiations fail, serving as a benchmark for evaluating any proposed deal.

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

ZOPA is the range between each party's reservation price (walk-away point) where a mutually acceptable deal is possible.

Question 4

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

Accepted Answer

Anchoring

Answer

Anchoring involves presenting an extreme first offer to set a psychological reference point that pulls the final outcome closer to the anchor.

Question 5

Logrolling in negotiation refers to:

Accepted Answer

Trading concessions on different issues to create joint gains

Answer

Logrolling involves exchanging concessions on different issues so each party gives up less-valued items in return for gaining higher-valued ones.

(CCM) Certified Conflict Manager Practice Test

(CCM) Certified Conflict Manager Practice Test

CCM CCM Negotiation Fundamentals & Techniques