CNE Advanced Negotiation Tactics 2

Question 1

In a multi-party negotiation, a skilled CNE practitioner uses 'coalition building' primarily to:

Accepted Answer

Align common interests among parties to strengthen a collective position

Answer

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:

Accepted Answer

Asking for a small additional concession after the main deal is essentially closed

Answer

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:

Accepted Answer

To create discomfort that pressures the other party to fill the void with concessions

Answer

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:

Accepted Answer

The negotiator wants to establish a favorable anchor point early in the discussion

Answer

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?

Accepted Answer

Breaking out of fixed-pie assumptions by generating creative value-creating solutions

Answer

Inventing options for mutual gain challenges the assumption that negotiation is zero-sum by brainstorming trades that create additional value for both sides.

(CNE) Certified Negotiation Expert Practice Test

(CNE) Certified Negotiation Expert Practice Test

CNE Advanced Negotiation Tactics 2