CCNP Ethics in Negotiation 5

Question 1

Which ethical standard specifically addresses a negotiator's obligation NOT to make false statements of material fact to a third party?

Accepted Answer

ABA Model Rule 4.1

Answer

ABA Model Rule 4.1 prohibits lawyers from making false statements of material fact or law to third parties during representation.

Question 2

A negotiator realizes during a negotiation that they have an undisclosed financial stake in the outcome. The first required step is to:

Accepted Answer

Disclose the conflict to the client and seek informed consent or withdraw

Answer

Undisclosed financial interests create conflicts of interest requiring immediate disclosure and client consent before continuing.

Question 3

In negotiation ethics, the term 'principled negotiation' (Fisher & Ury) is grounded in which approach?

Accepted Answer

Separating people from the problem and focusing on interests over positions

Answer

Principled negotiation focuses on interests over positions, objective criteria, and separating people from the problem.

Question 4

When a negotiator suspects the opposing party is negotiating in bad faith with no intention to reach an agreement, the ethical response is to:

Accepted Answer

Confront the behavior, seek clarification, and consider withdrawing if confirmed

Answer

Ethical negotiators address suspected bad faith directly and may withdraw rather than perpetuate a fraudulent process.

Question 5

The ethical principle of 'proportionality' in negotiation tactics means:

Accepted Answer

Tactics used should be commensurate with the stakes and not cause disproportionate harm

Answer

Proportionality holds that negotiation pressure should be reasonable relative to the situation and not weaponized to cause unnecessary harm.

(CCNP) Certified Contract Negotiation Professional Practice Test