CPN CPN Anchoring & Framing Strategies 2 — Questions and Answers
Question 1: What is 'reactive devaluation' in negotiation?
- The tendency to undervalue proposals simply because they come from the other side (Correct answer)
- Reducing the value of concessions after they have already been made
- Adjusting an offer downward in response to a counteroffer
- Calculating reduced value based on changing market conditions
Correct answer: The tendency to undervalue proposals simply because they come from the other side
Reactive devaluation is the cognitive bias of automatically undervaluing proposals from an opponent, regardless of their actual merit.
Question 2: How does 'reframing' help in a difficult negotiation?
- It shifts the perspective on an issue to move from positions to interests, making new solutions visible (Correct answer)
- It legally redefines the binding terms of an existing agreement
- It automatically resets an unfavorable anchor to a neutral midpoint
- It forces the other party to justify and explain their underlying reasoning
Correct answer: It shifts the perspective on an issue to move from positions to interests, making new solutions visible
Reframing shifts conversation from rigid positions to underlying interests, often revealing creative solutions that positional bargaining would obscure.
Question 3: The 'contrast principle' in negotiation suggests:
- Presenting an extreme option first makes a subsequent moderate option seem more reasonable by comparison (Correct answer)
- Always contrasting your offer explicitly against the published market average
- Alternating between high and low offers deliberately confuses the other party
- Contrasting stated positions automatically reveals the common ground between parties
Correct answer: Presenting an extreme option first makes a subsequent moderate option seem more reasonable by comparison
The contrast principle means that presenting an extreme option first creates a reference point that makes a subsequent moderate offer appear far more attractive.
Question 4: What does 'scarcity framing' involve in a negotiation context?
- Emphasizing limited availability or a closing window to increase the perceived value of an offer (Correct answer)
- Reducing your offer to project an image of limited resources
- Limiting the number of issues you are willing to discuss on the table
- Using scarcity of time as the sole pressure tactic to rush the other party
Correct answer: Emphasizing limited availability or a closing window to increase the perceived value of an offer
Scarcity framing increases perceived value by emphasizing that the opportunity is limited and may not remain available, triggering urgency.
Question 5: What is 'social proof' framing in negotiation?
- Referencing others who have accepted similar terms to normalize and legitimize your offer (Correct answer)
- Proving the positive social impact of the proposed agreement
- Using customer testimonials only in business-to-consumer negotiations
- Documenting community or stakeholder support for a contract proposal
Correct answer: Referencing others who have accepted similar terms to normalize and legitimize your offer
Social proof framing cites comparable parties who have accepted similar terms to reduce resistance and normalize your position.
Question 6: How can a negotiator effectively use 'authority framing'?
- By invoking external standards, benchmarks, or recognized authorities to present a position as objective and fair (Correct answer)
- By claiming direct legal authority or jurisdiction over the other party
- By delegating decisions to a higher authority specifically to delay and avoid making concessions
- By citing only internal company policy as the sole basis for every offer made
Correct answer: By invoking external standards, benchmarks, or recognized authorities to present a position as objective and fair
Authority framing grounds your position in external standards — market rates, industry norms, legal precedent — making it appear principled rather than self-serving.
CPN CPN Anchoring & Framing Strategies 2
What is 'reactive devaluation' in negotiation?