CPN CPN Anchoring & Framing Strategies 1

Question 1

What is 'anchoring' in negotiation?

Accepted Answer

Setting an initial reference point that disproportionately influences subsequent offers and the final outcome

Answer

Anchoring establishes an initial figure or position that serves as a psychological reference point, pulling the final outcome toward it.

Question 2

In negotiation, 'framing' refers to:

Accepted Answer

Presenting information in a way that shapes how the other party perceives and evaluates it

Answer

Framing shapes perception by emphasizing gains or losses, which influences how the other party evaluates proposals and makes decisions.

Question 3

According to prospect theory, people are generally:

Accepted Answer

More motivated to avoid losses than to achieve equivalent gains

Answer

Prospect theory demonstrates that losses loom psychologically larger than equivalent gains, making loss framing a powerful negotiation tool.

Question 4

A 'gain frame' presents an offer by emphasizing:

Accepted Answer

What the other party stands to benefit from accepting the proposal

Answer

A gain frame highlights the positive benefits the other party receives, making the offer feel more attractive and worth accepting.

Question 5

What is a 'loss frame' in negotiation?

Accepted Answer

Emphasizing what the other party will lose or miss out on if they do not accept the offer

Answer

A loss frame exploits loss aversion by highlighting the negative consequences of rejecting the offer, motivating acceptance.

(CPN) Certified Professional Negotiator Practice Test