CNE Negotiation Theory & Strategies 3

Question 1

Which negotiation strategy is most appropriate when the relationship is long-term and issues are complex with multiple trade-off opportunities?

Accepted Answer

Integrative negotiation

Answer

Integrative negotiation is designed to create value by exploring multiple issues and trade-offs, benefiting long-term relationships.

Question 2

What is a 'contingent contract' in negotiation theory?

Accepted Answer

A deal that resolves differing forecasts by tying terms to future outcomes

Answer

Contingent contracts let parties bet on their different predictions, with payoffs tied to which forecast proves correct.

Question 3

Which cognitive bias causes negotiators to interpret ambiguous information in a way that confirms their existing beliefs about the counterpart?

Accepted Answer

Confirmation bias

Answer

Confirmation bias leads negotiators to seek and favor information that supports their pre-existing assumptions.

Question 4

In multi-party negotiations, a 'coalition of the willing' strategy involves:

Accepted Answer

Building a subset of aligned parties to advance a proposal and pressure holdouts

Answer

Forming a coalition with aligned parties creates momentum and social pressure that can bring reluctant parties on board.

Question 5

The 'reciprocity norm' in negotiation suggests that:

Accepted Answer

Parties feel psychologically obligated to return concessions received

Answer

The reciprocity norm creates social pressure to match concessions, making it a powerful tool for encouraging movement from the other side.

(CNE) Certified Negotiation Expert Practice Test