CNE Negotiation Theory & Strategies 2

Question 1

Which negotiation concept refers to the range between each party's reservation point within which a deal can be struck?

Accepted Answer

Zone of Possible Agreement (ZOPA)

Answer

The ZOPA is the overlap between each party's reservation points where mutually acceptable agreements exist.

Question 2

In the Dual Concerns Model, a negotiator who shows high concern for others but low concern for self is best described as using which style?

Accepted Answer

Accommodating

Answer

Accommodating reflects high concern for the relationship and the other party at the expense of one's own substantive goals.

Question 3

What is the primary risk of anchoring too aggressively in a negotiation?

Accepted Answer

It may prompt the other party to walk away or dismiss your credibility

Answer

An extreme anchor can damage credibility and cause the counterpart to disengage rather than counter-offer.

Question 4

Which theoretical framework categorizes negotiation outcomes as win-win, win-lose, lose-win, or lose-lose?

Accepted Answer

Outcome quadrant model

Answer

The outcome quadrant model maps all four possible result combinations based on each party's gain or loss.

Question 5

When a negotiator uses 'logrolling,' what are they doing?

Accepted Answer

Trading concessions on issues where parties have differing priorities

Answer

Logrolling involves exchanging concessions on lower-priority issues to gain ground on higher-priority ones, creating joint value.

(CNE) Certified Negotiation Expert Practice Test