CCNP Negotiation Strategies & Communication Skills 5 — Questions and Answers
Question 1: A negotiator employs 'principled negotiation' as defined by Fisher and Ury. Which of the following is NOT one of its four core elements?
- Separate the people from the problem
- Focus on positions rather than interests (Correct answer)
- Invent options for mutual gain
- Insist on objective criteria
Correct answer: Focus on positions rather than interests
Principled negotiation explicitly rejects positional bargaining in favor of interest-based negotiation.
Question 2: Which strategy is MOST effective when a counterpart repeatedly uses the tactic of artificial deadlines to pressure concessions?
- Always concede before the deadline to preserve the relationship
- Verify the deadline's legitimacy and test its flexibility by asking clarifying questions (Correct answer)
- Match the pressure by creating your own artificial deadline
- Immediately invoke your BATNA when a deadline is mentioned
Correct answer: Verify the deadline's legitimacy and test its flexibility by asking clarifying questions
Probing for the source and consequences of a deadline often reveals it is flexible or fabricated, neutralizing the tactic.
Question 3: In a salary/contract negotiation, a candidate responds to a low offer by saying, 'Based on market data from three comparable roles, the standard range is $X–$Y.' This is an example of which principle?
- Reciprocity
- Insisting on objective criteria (Correct answer)
- BATNA disclosure
- Anchoring by concession
Correct answer: Insisting on objective criteria
Using market data as objective criteria depersonalizes the negotiation and makes the counteroffer harder to reject arbitrarily.
Question 4: What is 'nibbling' as a closing tactic in contract negotiations?
- Making very small concessions repeatedly to signal flexibility
- Requesting additional minor concessions after the main agreement appears settled (Correct answer)
- Breaking a large contract into small parts to hide total cost
- Testing the counterpart's limits with progressively larger demands
Correct answer: Requesting additional minor concessions after the main agreement appears settled
Nibbling exploits the counterpart's desire to close by extracting small add-ons after the deal seems done.
Question 5: A negotiator says, 'Help me understand — what would need to be true for this term to work for you?' This is an example of which communication technique?
- Positional bargaining
- Interest-eliciting inquiry (Correct answer)
- Ultimatum framing
- False concession signaling
Correct answer: Interest-eliciting inquiry
This phrasing invites the counterpart to articulate the conditions behind their position, revealing underlying interests.
Question 6: When negotiating across language barriers without a shared first language, which practice MOST reduces miscommunication risk?
- Rely solely on email to create a written record
- Use plain language, confirm understanding frequently, and summarize key points in writing after each session (Correct answer)
- Speak faster to maximize session efficiency
- Avoid technical contract terms entirely to simplify discussion
Correct answer: Use plain language, confirm understanding frequently, and summarize key points in writing after each session
Frequent comprehension checks and written summaries catch misunderstandings before they become contractual disputes.
Question 7: Which of the following BEST describes 'expanding the pie' in integrative negotiation?
- Increasing the number of issues at the table to have more items to trade
- Creating additional value through creative options so that both parties gain more than the original fixed-sum deal offered (Correct answer)
- Adding financial penalties to incentivize faster agreement
- Bringing in additional stakeholders to increase negotiating leverage
Correct answer: Creating additional value through creative options so that both parties gain more than the original fixed-sum deal offered
Expanding the pie means generating value-creating options so the total benefit available is larger, enabling both parties to win more.
CCNP Negotiation Strategies & Communication Skills 5
A negotiator employs 'principled negotiation' as defined by Fisher and Ury.
Which of the following is NOT one of its four core elements?