CPN Negotiation Tactics & Concession Management Flashcards
6 cards from real CPN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CPN Negotiation Tactics & Concession Management flashcards as text
What is a 'concession' in the context of professional negotiation?
Answer: A compromise where one party gives up something to move toward agreement
A concession is when one party gives up something of value to bridge the gap and move toward a mutually acceptable agreement.
The 'good cop/bad cop' negotiation tactic involves:
Answer: Two negotiators alternating aggressive and sympathetic roles to pressure the other side
Good cop/bad cop uses two negotiators—one harsh and one sympathetic—to psychologically pressure the other side into conceding.
What does 'logrolling' mean in negotiation?
Answer: Exchanging concessions on different issues based on each party's priorities
Logrolling involves trading concessions on different issues so each party gains on what matters most to them.
The 'nibble' tactic in negotiation refers to:
Answer: Making small additional requests after the main deal has been agreed
Nibbling involves requesting small extras after the main agreement is reached, exploiting the other party's reluctance to reopen the deal.
What is the principle of 'reciprocity' in concession-making?
Answer: When one party makes a concession, the other feels socially obligated to reciprocate
The reciprocity principle holds that people feel socially obligated to return favors, making well-timed concessions a powerful influence tool.
Which concession strategy signals to the other party that you are approaching your limit?
Answer: Decremental concession strategy (progressively smaller concessions)
A decremental concession strategy uses shrinking concession sizes to signal that you are nearing your walk-away point.
How this page was made: written with AI tools and published by Nathan Beja, founder of Practice Test Geeks, who is responsible for its content. Exam facts are checked against the official sources listed below. Not reviewed by a subject-matter expert. Editorial policy
Sources & references
Exam facts on this page (fees, format, dates, passing scores) are checked against these official sources; the date is our last check. Editorial policy
- wainwrightglobal.com — Renewal, score validity, test delivery, eligibility, retake policy, fees, exam format, passing score, time limit, test dates · verified Oct 2026
- strategiclearningalliance.org — Test delivery · verified Oct 2026