Advanced Negotiation Tactics Flashcards
7 cards from real CNE practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Advanced Negotiation Tactics flashcards as text
The 'red herring' tactic in negotiation involves:
Answer: Introducing a false issue as a concession to gain movement on the real priority
A red herring is a decoy issue introduced so the negotiator can 'concede' it later while winning movement on their actual priority without appearing to give nothing.
Neuroscience research applied in CNE training suggests that building rapport before a negotiation is critical because:
Answer: It activates the brain's reward systems, making the other party more open to creative solutions
Rapport activates oxytocin and reward pathways that reduce threat responses, making people more collaborative, trusting, and open to unconventional agreements.
A buyer's agent using the 'feel, felt, found' technique is primarily attempting to:
Answer: Acknowledge the other party's emotion, normalize it, and redirect toward resolution
Feel-Felt-Found validates the other party's concern ('I understand how you feel'), builds bridges ('others have felt that way'), and then pivots to a solution ('but found that...').
In cross-cultural negotiation, a CNE practitioner should treat 'high-context' cultures differently because:
Answer: Meaning is conveyed through context, relationships, and non-verbal cues rather than explicit words
High-context cultures (e.g., Japan, many Middle Eastern countries) embed meaning in relationships, tone, and setting — ignoring these signals leads to misreads and failed deals.
The 'deadline' tactic is most powerful in negotiation when:
Answer: It is external, credible, and creates asymmetric pressure on the other party
An external, credible deadline (e.g., a tax deadline, a competing offer) creates real urgency that cannot be easily dismissed, maximizing its leverage.
When both parties reach impasse in a negotiation, a CNE practitioner's first recommended step is to:
Answer: Change the negotiation variable — shift from price to terms, timeline, or scope — to restart movement
Changing the variable under discussion introduces new dimensions of value and often breaks impasse by offering both parties a face-saving path forward.
A CNE practitioner defines 'ZOPA' (Zone of Possible Agreement) as:
Answer: The overlap between both parties' reservation points within which a deal can occur
The ZOPA is the range between each party's walk-away point; if the ranges overlap, a mutually acceptable deal exists within that zone.