CPN Negotiation Tactics & Concession Management Flashcards

Which tactic bundles multiple issues into one comprehensive proposal?

Answer: Package deal (omnibus approach)

A package deal combines multiple issues to enable creative trade-offs that satisfy both parties' priorities simultaneously.

What does 'splitting the difference' mean in negotiation?

Answer: Both parties agree to meet at the midpoint between their final stated positions

Splitting the difference resolves remaining gaps by having both parties move to the arithmetic midpoint between their last positions.

What does the 'flinch' technique involve in negotiation?

Answer: Reacting visibly and dramatically to an offer to signal that it is unacceptable

The flinch is an exaggerated visible reaction to an offer that signals disapproval and can prompt the other party to improve their offer before you respond.

What is 'conditional concession' language in negotiation?

Answer: 'If you can do X, then I can do Y' — linking your concession to a reciprocal move from them

Conditional concession language ties your movement to the other party's movement, ensuring reciprocity and preventing unilateral giving.

Why is it important to document concessions made during a negotiation?

Answer: To prevent 'retrade' — where the other party attempts to reopen and undo already-settled points

Documenting concessions creates a clear record of progress and prevents the other party from using selective memory to reopen settled issues.

What is the primary risk of making unilateral concessions without receiving anything in return?

Answer: It signals weakness and encourages the other party to demand further concessions

One-sided concessions signal weakness and train the other party to keep pushing, rather than moving them toward agreement.