CCNP Team Negotiation 2 — Questions and Answers
Question 1: Which role on a negotiation team is primarily responsible for controlling the pace and agenda of discussions?
- Lead negotiator (Correct answer)
- Note-taker
- Subject matter expert
- Observer
Correct answer: Lead negotiator
The lead negotiator controls pacing, manages concessions, and steers the agenda to align with the team's strategy.
Question 2: When a team member disagrees with the lead negotiator's position during a live session, the best course of action is to:
- Raise the concern openly at the table immediately
- Call for a caucus to address the disagreement privately (Correct answer)
- Continue negotiating as if in agreement
- Defer all future decisions to that team member
Correct answer: Call for a caucus to address the disagreement privately
A caucus allows the team to resolve internal disagreements without undermining their negotiating position in front of the counterpart.
Question 3: In a multi-party team negotiation, a 'good cop/bad cop' tactic is most effective when:
- Both roles are assigned to the same negotiator
- Roles are clearly planned and rehearsed before the session (Correct answer)
- The counterpart is aware of the tactic being used
- It is used in every session regardless of context
Correct answer: Roles are clearly planned and rehearsed before the session
Pre-session role rehearsal ensures the tactic is credible, consistent, and does not accidentally confuse team members.
Question 4: What is the primary purpose of a pre-negotiation team briefing?
- To assign blame for past negotiation failures
- To align all members on strategy, roles, and fallback positions (Correct answer)
- To finalize the contract language before talks begin
- To introduce team members to the counterpart
Correct answer: To align all members on strategy, roles, and fallback positions
A pre-negotiation briefing ensures every team member understands the shared strategy, individual roles, and acceptable concession boundaries.
Question 5: A subject matter expert (SME) on a negotiation team should typically:
- Lead all negotiation sessions independently
- Speak only when the lead negotiator invites input (Correct answer)
- Counter every claim made by the other side
- Avoid disclosing technical information entirely
Correct answer: Speak only when the lead negotiator invites input
SMEs provide credibility and technical depth but should follow the lead negotiator's cues to prevent information overload or premature disclosure.
Question 6: Which team debriefing practice most improves performance in subsequent negotiation rounds?
- Documenting only final agreed terms
- Reviewing what signals the counterpart sent and how the team responded (Correct answer)
- Celebrating wins without analyzing losses
- Replacing team members after every session
Correct answer: Reviewing what signals the counterpart sent and how the team responded
Analyzing counterpart signals and team responses identifies patterns and adjustments needed for future sessions.
Question 7: When the counterpart's team suddenly increases in size mid-negotiation, the appropriate response is to:
- Immediately concede to show goodwill
- Adjourn and reassess whether your team composition needs adjustment (Correct answer)
- Refuse to continue negotiations
- Ignore the change and proceed as planned
Correct answer: Adjourn and reassess whether your team composition needs adjustment
A shift in the counterpart's team size may signal escalating stakes, requiring you to reassess your own team's authority and expertise coverage.
CCNP Team Negotiation 2
Which role on a negotiation team is primarily responsible for controlling the pace and agenda of discussions?