CPN CPN Anchoring & Framing Strategies 2

Question 1

What is 'reactive devaluation' in negotiation?

Accepted Answer

The tendency to undervalue proposals simply because they come from the other side

Answer

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?

Accepted Answer

It shifts the perspective on an issue to move from positions to interests, making new solutions visible

Answer

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:

Accepted Answer

Presenting an extreme option first makes a subsequent moderate option seem more reasonable by comparison

Answer

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?

Accepted Answer

Emphasizing limited availability or a closing window to increase the perceived value of an offer

Answer

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?

Accepted Answer

Referencing others who have accepted similar terms to normalize and legitimize your offer

Answer

Social proof framing cites comparable parties who have accepted similar terms to reduce resistance and normalize your position.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN CPN Anchoring & Framing Strategies 2