CNE Advanced Negotiation Tactics 2 — Questions and Answers
Question 1: In a multi-party negotiation, a skilled CNE practitioner uses 'coalition building' primarily to:
- Isolate the most difficult party from the discussion
- Align common interests among parties to strengthen a collective position (Correct answer)
- Delay the negotiation until all parties are exhausted
- Force the weakest party to accept the initial offer
Correct answer: Align common interests among parties to strengthen a collective position
Coalition building aggregates shared interests so that aligned parties present a stronger, unified front during complex multi-party negotiations.
Question 2: The 'nibble' tactic involves:
- Presenting a large opening demand to anchor the negotiation
- Asking for a small additional concession after the main deal is essentially closed (Correct answer)
- Refusing to make any concessions until the other party moves first
- Splitting the difference equally between two positions
Correct answer: Asking for a small additional concession after the main deal is essentially closed
The nibble tactic exploits the other party's desire to finalize the deal by requesting a minor extra concession at the last moment.
Question 3: When a negotiator uses 'strategic silence' after presenting a proposal, the intended effect is:
- To signal disinterest in reaching an agreement
- To create discomfort that pressures the other party to fill the void with concessions (Correct answer)
- To allow both parties time to consult their attorneys
- To reset the negotiation agenda
Correct answer: To create discomfort that pressures the other party to fill the void with concessions
Strategic silence creates psychological pressure because most people find silence uncomfortable and will speak — often conceding ground — to break it.
Question 4: A 'highball/lowball' opening strategy is most effective when:
- Both parties have perfect information about market value
- The negotiator wants to establish a favorable anchor point early in the discussion (Correct answer)
- The relationship between parties is long-term and trust-based
- The ZOPA has already been clearly identified
Correct answer: The negotiator wants to establish a favorable anchor point early in the discussion
An extreme opening offer anchors the negotiation in the opener's favor, pulling the final settlement closer to their target even when adjusted.
Question 5: In principled negotiation, 'inventing options for mutual gain' most directly addresses which challenge?
- Deciding who has the most powerful BATNA
- Breaking out of fixed-pie assumptions by generating creative value-creating solutions (Correct answer)
- Determining the reservation price of each party
- Establishing objective criteria for evaluating proposals
Correct answer: Breaking out of fixed-pie assumptions by generating creative value-creating solutions
Inventing options for mutual gain challenges the assumption that negotiation is zero-sum by brainstorming trades that create additional value for both sides.
Question 6: The 'flinch' technique in negotiation refers to:
- Threatening to walk away from the deal permanently
- Displaying a visible, exaggerated negative reaction to an offer to signal dissatisfaction (Correct answer)
- Accepting an offer immediately to close quickly
- Revealing your BATNA to signal confidence
Correct answer: Displaying a visible, exaggerated negative reaction to an offer to signal dissatisfaction
The flinch signals that an offer is far outside expectations, often prompting the other party to improve their position before any counter is made.
Question 7: Which concession pattern is generally most effective in a CNE framework for maintaining credibility?
- Equal concessions throughout the negotiation to appear fair
- Large early concessions followed by smaller ones, signaling that limits are being reached (Correct answer)
- Holding all concessions until the final round
- Making random concession sizes to keep the other party off balance
Correct answer: Large early concessions followed by smaller ones, signaling that limits are being reached
Decreasing concession sizes signal that the negotiator is approaching their limit, making further movement seem more costly and credible.
CNE Advanced Negotiation Tactics 2
In a multi-party negotiation, a skilled CNE practitioner uses 'coalition building' primarily to: