CNE Ethical Practices in Negotiation 5

Question 1

A negotiator notices that the opposing party does not speak English fluently and uses rapid, complex language deliberately to confuse them. This behavior violates which ethical principle?

Accepted Answer

Autonomy and fair dealing

Answer

Exploiting language barriers to impair another party's understanding violates their autonomy and the CNE's commitment to fair dealing.

Question 2

What is the primary ethical reason that post-negotiation relationship management matters in the CNE framework?

Accepted Answer

To demonstrate that ethical conduct extends beyond the transaction and builds long-term trust

Answer

CNE emphasizes that ethical behavior is sustained and relational, not transactional—maintaining integrity after the deal reinforces the entire negotiation profession.

Question 3

A negotiator uses anchoring with an extreme opening offer they know is far beyond any realistic value. Under CNE ethics, this tactic is:

Accepted Answer

Acceptable if the anchor is presented as a negotiating position, not a factual claim

Answer

Aggressive anchoring is a legitimate tactic when it represents a genuine negotiating position rather than a false factual assertion about value.

Question 4

When a CNE negotiator encounters a situation not covered by their professional code of ethics, the best guidance is to:

Accepted Answer

Apply the spirit of the ethical principles to the novel situation

Answer

Codes of ethics cannot enumerate every scenario; CNE practitioners are expected to apply underlying principles—fairness, honesty, integrity—to novel situations.

Question 5

Which scenario represents an ethical use of objective criteria in negotiation?

Accepted Answer

Presenting a range of market comps and explaining how they support a fair value conclusion

Answer

Ethical use of objective criteria requires honest presentation of relevant data, not selective citation designed to mislead.

(CNE) Certified Negotiation Expert Practice Test

(CNE) Certified Negotiation Expert Practice Test

CNE Ethical Practices in Negotiation 5