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 concession is when one party gives up something of value to bridge the gap and move toward a mutually acceptable agreement.

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

Good cop/bad cop uses two negotiators—one harsh and one sympathetic—to psychologically pressure the other side into conceding.

Question 3

What does 'logrolling' mean in negotiation?

Accepted Answer

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

Answer

Logrolling involves trading concessions on different issues so each party gains on what matters most to them.

Question 4

The 'nibble' tactic in negotiation refers to:

Accepted Answer

Making small additional requests after the main deal has been agreed

Answer

Nibbling involves requesting small extras after the main agreement is reached, exploiting the other party's reluctance to reopen the deal.

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

The reciprocity principle holds that people feel socially obligated to return favors, making well-timed concessions a powerful influence tool.

(CPN) Certified Professional Negotiator Practice Test