Negotiation Theory & Strategies 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 Negotiation Theory & Strategies flashcards as text
Which negotiation strategy is most appropriate when the relationship is long-term and issues are complex with multiple trade-off opportunities?
Answer: Integrative negotiation
Integrative negotiation is designed to create value by exploring multiple issues and trade-offs, benefiting long-term relationships.
What is a 'contingent contract' in negotiation theory?
Answer: A deal that resolves differing forecasts by tying terms to future outcomes
Contingent contracts let parties bet on their different predictions, with payoffs tied to which forecast proves correct.
Which cognitive bias causes negotiators to interpret ambiguous information in a way that confirms their existing beliefs about the counterpart?
Answer: Confirmation bias
Confirmation bias leads negotiators to seek and favor information that supports their pre-existing assumptions.
In multi-party negotiations, a 'coalition of the willing' strategy involves:
Answer: Building a subset of aligned parties to advance a proposal and pressure holdouts
Forming a coalition with aligned parties creates momentum and social pressure that can bring reluctant parties on board.
The 'reciprocity norm' in negotiation suggests that:
Answer: Parties feel psychologically obligated to return concessions received
The reciprocity norm creates social pressure to match concessions, making it a powerful tool for encouraging movement from the other side.
What does 'post-settlement settlement' refer to in advanced negotiation practice?
Answer: Seeking a better deal after an initial agreement to improve joint outcomes without reopening conflict
Post-settlement settlement involves both parties agreeing to explore improvements to a deal they've already accepted, using the current deal as a floor.
Which of the following best describes the 'fixed-pie' assumption in negotiation?
Answer: The erroneous belief that what one party gains, the other must lose
The fixed-pie assumption is a cognitive error that prevents negotiators from discovering value-creating trade-offs across multiple issues.