CPN Negotiation Tactics & Concession Management Flashcards

Why does the 'deadline' tactic work as a negotiation tool?

Answer: Time pressure creates urgency that can force the other party into concessions

Artificial or real deadlines create time pressure that can cause negotiators to concede more than they would under relaxed conditions.

What is a 'highball/lowball' opening offer in negotiation?

Answer: An extreme opening offer designed to anchor the negotiation toward your desired outcome

Highball (seller) or lowball (buyer) openings anchor the negotiation at an extreme point, pulling the final settlement toward it.

When is making the first offer advantageous in a negotiation?

Answer: When you have good information about the zone of possible agreement and can set a favorable anchor

Making the first offer is advantageous when you are well-informed, as the anchor you set disproportionately influences the final outcome.

What is 'strategic patience' as a negotiation tactic?

Answer: Deliberately slowing the pace of negotiation to create discomfort and outlast the other party

Strategic patience involves deliberately slowing the pace to create discomfort, pressuring the other side into conceding to move things forward.

What is the primary risk of the 'take it or leave it' (TIOLI) tactic?

Answer: It can end negotiations entirely if the other party rejects the final position

TIOLI is powerful for firmness but risks a negotiation breakdown if the other party refuses to accept a non-negotiable position.

What is 'bracketing' in negotiation strategy?

Answer: Making an offer so that the midpoint between your offer and the other party's position equals your target outcome

Bracketing means calculating your offer so that splitting the difference with the other side lands you exactly at your target outcome.