CCNP Negotiation Strategies & Communication Skills 3

Question 1

Which listening technique involves suspending judgment and focusing entirely on understanding the speaker's perspective before formulating a response?

Accepted Answer

Active listening

Answer

Active listening requires full attention to the speaker's words, tone, and meaning before the listener responds.

Question 2

In distributive negotiation, which tactic involves making a very large initial demand to leave room for concessions?

Accepted Answer

High-ball / Low-ball opening

Answer

A high-ball or low-ball opening creates negotiating room and can psychologically anchor the counterpart.

Question 3

A negotiator says, 'I'd love to agree, but my VP won't approve anything above $500K.' This is an example of which tactic?

Accepted Answer

Higher authority tactic

Answer

The higher authority tactic uses an absent decision-maker as a buffer, limiting apparent concession authority.

Question 4

What is 'logrolling' in multi-issue contract negotiations?

Accepted Answer

Trading concessions on different issues based on each party's relative priorities

Answer

Logrolling creates value by having each party concede on issues they value less in exchange for gains on issues they value more.

Question 5

Which nonverbal cue most reliably signals genuine agreement versus polite compliance during a negotiation?

Accepted Answer

Congruence between facial expression, body language, and verbal statements

Answer

True agreement typically shows as alignment across multiple nonverbal channels, while polite compliance often shows micro-inconsistencies.

(CCNP) Certified Contract Negotiation Professional Practice Test

(CCNP) Certified Contract Negotiation Professional Practice Test

CCNP Negotiation Strategies & Communication Skills 3