CNE Advanced Negotiation Tactics 3

Question 1

The 'Good Cop/Bad Cop' tactic is most effectively countered by:

Accepted Answer

Naming the tactic openly to neutralize its psychological effect

Answer

Explicitly naming the Good Cop/Bad Cop tactic exposes the manipulation, reducing its emotional pressure and shifting the dynamic back to substance.

Question 2

In real estate negotiations, a CNE practitioner recommends buyers use 'escalation clauses' primarily to:

Accepted Answer

Automatically increase their offer incrementally above competing bids up to a maximum

Answer

An escalation clause automatically beats competing offers by a set increment, helping buyers win in multiple-offer situations without unnecessarily overpaying.

Question 3

When a counterpart uses the 'limited authority' tactic ('I need to check with my manager'), the best CNE response is to:

Accepted Answer

Request that the decision-maker join the negotiation directly

Answer

Asking for the actual decision-maker eliminates the tactic's purpose — using absent authority as a shield — and re-centers the negotiation.

Question 4

The concept of 'logrolling' in negotiation means:

Accepted Answer

Trading concessions on issues of differing priority to create mutual gain

Answer

Logrolling exploits the fact that parties often have different priorities, so each can concede on lower-priority items in exchange for gains on higher-priority ones.

Question 5

A 'bracketing' strategy involves:

Accepted Answer

Setting both a target and a walk-away point, then making offers that keep the midpoint near your target

Answer

Bracketing means calculating counter-offers so that if both parties split the difference, the result lands at or near your target price.

(CNE) Certified Negotiation Expert Practice Test

(CNE) Certified Negotiation Expert Practice Test

CNE Advanced Negotiation Tactics 3