CPN CPN Negotiation Tactics & Concession Management

Question 1

What is a 'concession' in the context of professional negotiation?

Accepted Answer

A compromise where one party gives up something to move toward agreement

Answer

A demand made to pressure the other party

Answer

A final offer that cannot be changed

Answer

A tactical walkout from negotiations

Question 2

The 'good cop/bad cop' negotiation tactic involves:

Accepted Answer

Two negotiators alternating aggressive and sympathetic roles to pressure the other side

Answer

Alternating between aggressive and passive stances by a single negotiator

Answer

Using legal and informal means simultaneously

Answer

Having one negotiator handle offers while another handles logistics

Question 3

What does 'logrolling' mean in negotiation?

Accepted Answer

Exchanging concessions on different issues based on each party's priorities

Answer

Repeatedly making the same offer until it is accepted

Answer

Making concessions only on price

Answer

Delaying negotiation to gain a time advantage

Question 4

The 'nibble' tactic in negotiation refers to:

Accepted Answer

Making small additional requests after the main deal has been agreed

Answer

Gradually reducing your opening offer in small increments

Answer

Testing the other party with minor concessions early on

Answer

Asking for clarification on minor contract terms

Question 5

What is the principle of 'reciprocity' in concession-making?

Accepted Answer

When one party makes a concession, the other feels socially obligated to reciprocate

Answer

Both parties must make exactly equal concessions throughout the negotiation

Answer

All concessions must be made simultaneously to be valid

Answer

The first party to concede automatically wins the negotiation

Question 6

Which concession strategy signals to the other party that you are approaching your limit?

Accepted Answer

Decremental concession strategy (progressively smaller concessions)

Answer

Incremental concession strategy (progressively larger concessions)

Answer

Flat concession strategy (equal-sized concessions throughout)

Answer

Escalating concession strategy (increasing concession sizes)