CPN CPN Negotiation Tactics & Concession Management 2

Question 1

Why does the 'deadline' tactic work as a negotiation tool?

Accepted Answer

Time pressure creates urgency that can force the other party into concessions

Answer

Artificial or real deadlines create time pressure that can cause negotiators to concede more than they would under relaxed conditions.

Question 2

What is a 'highball/lowball' opening offer in negotiation?

Accepted Answer

An extreme opening offer designed to anchor the negotiation toward your desired outcome

Answer

Highball (seller) or lowball (buyer) openings anchor the negotiation at an extreme point, pulling the final settlement toward it.

Question 3

When is making the first offer advantageous in a negotiation?

Accepted Answer

When you have good information about the zone of possible agreement and can set a favorable anchor

Answer

Making the first offer is advantageous when you are well-informed, as the anchor you set disproportionately influences the final outcome.

Question 4

What is 'strategic patience' as a negotiation tactic?

Accepted Answer

Deliberately slowing the pace of negotiation to create discomfort and outlast the other party

Answer

Strategic patience involves deliberately slowing the pace to create discomfort, pressuring the other side into conceding to move things forward.

Question 5

What is the primary risk of the 'take it or leave it' (TIOLI) tactic?

Accepted Answer

It can end negotiations entirely if the other party rejects the final position

Answer

TIOLI is powerful for firmness but risks a negotiation breakdown if the other party refuses to accept a non-negotiable position.

(CPN) Certified Professional Negotiator Practice Test