CCNP Negotiation Strategies & Communication Skills 5

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?

Accepted Answer

Focus on positions rather than interests

Answer

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?

Accepted Answer

Verify the deadline's legitimacy and test its flexibility by asking clarifying questions

Answer

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?

Accepted Answer

Insisting on objective criteria

Answer

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?

Accepted Answer

Requesting additional minor concessions after the main agreement appears settled

Answer

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?

Accepted Answer

Interest-eliciting inquiry

Answer

This phrasing invites the counterpart to articulate the conditions behind their position, revealing underlying interests.

(CCNP) Certified Contract Negotiation Professional Practice Test

(CCNP) Certified Contract Negotiation Professional Practice Test

CCNP Negotiation Strategies & Communication Skills 5