Practice Test Geeks(CPN) Certified Professional Negotiator Practice Test
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BATNA & Negotiation Preparation Flashcards

7 cards from real CPN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

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  1. A negotiator discovers mid-negotiation that their BATNA has significantly weakened. What is the best immediate response?

    Answer: Reassess your reservation point and adjust your strategy accordingly

    When your BATNA weakens, your reservation point must be recalculated to reflect your new alternatives before proceeding.

  2. Which technique is most effective for improving a weak BATNA before entering a negotiation?

    Answer: Actively cultivating additional outside options and alternatives

    Proactively developing real alternatives before negotiations strengthens your actual leverage and walk-away power.

  3. What does it mean to 'anchor' in a negotiation, and how does it relate to preparation?

    Answer: Anchoring is making the first offer to set a reference point that influences the entire negotiation

    Setting a strong anchor early shapes the negotiation range, and preparation allows you to make a well-justified first offer.

  4. A buyer is negotiating with a sole-source supplier. What is the most accurate assessment of the buyer's BATNA?

    Answer: The buyer's BATNA is weak because no alternative suppliers exist

    A sole-source situation eliminates alternatives, which by definition weakens the buyer's BATNA significantly.

  5. In preparing for a salary negotiation, an employee has a competing offer worth $5,000 more per year. How should this affect their reservation point?

    Answer: The reservation point should reflect the competing offer plus any switching costs or risk premium

    The reservation point should account for the full value of the BATNA, including transition costs, benefits differences, and risk.

  6. What is a 'shadow BATNA' and why is it important in preparation?

    Answer: An estimate of the other party's best alternative, used to gauge their walk-away point

    Estimating the other party's BATNA helps you understand their reservation point and how much pressure they can withstand.

  7. Which scenario best illustrates the concept of 'ZOPA' (Zone of Possible Agreement) in relation to BATNAs?

    Answer: ZOPA is the range between each party's reservation point where a mutually acceptable deal can be struck

    ZOPA is bounded by each party's reservation point (derived from their BATNA), and a deal is possible only within this range.

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  1. wainwrightglobal.com — Renewal, score validity, test delivery, eligibility, retake policy, fees, exam format, passing score, time limit, test dates · verified Oct 2026
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