CCNP Team Negotiation 2

Question 1

Which role on a negotiation team is primarily responsible for controlling the pace and agenda of discussions?

Accepted Answer

Lead negotiator

Answer

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:

Accepted Answer

Call for a caucus to address the disagreement privately

Answer

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:

Accepted Answer

Roles are clearly planned and rehearsed before the session

Answer

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?

Accepted Answer

To align all members on strategy, roles, and fallback positions

Answer

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:

Accepted Answer

Speak only when the lead negotiator invites input

Answer

SMEs provide credibility and technical depth but should follow the lead negotiator's cues to prevent information overload or premature disclosure.

(CCNP) Certified Contract Negotiation Professional Practice Test