CPN BATNA & Negotiation Preparation 2

Question 1

A negotiator discovers mid-negotiation that their BATNA has significantly weakened. What is the best immediate response?

Accepted Answer

Reassess your reservation point and adjust your strategy accordingly

Answer

When your BATNA weakens, your reservation point must be recalculated to reflect your new alternatives before proceeding.

Question 2

Which technique is most effective for improving a weak BATNA before entering a negotiation?

Accepted Answer

Actively cultivating additional outside options and alternatives

Answer

Proactively developing real alternatives before negotiations strengthens your actual leverage and walk-away power.

Question 3

What does it mean to 'anchor' in a negotiation, and how does it relate to preparation?

Accepted Answer

Anchoring is making the first offer to set a reference point that influences the entire negotiation

Answer

Setting a strong anchor early shapes the negotiation range, and preparation allows you to make a well-justified first offer.

Question 4

A buyer is negotiating with a sole-source supplier. What is the most accurate assessment of the buyer's BATNA?

Accepted Answer

The buyer's BATNA is weak because no alternative suppliers exist

Answer

A sole-source situation eliminates alternatives, which by definition weakens the buyer's BATNA significantly.

Question 5

In preparing for a salary negotiation, an employee has a competing offer worth $5,000 more per year. How should this affect their reservation point?

Accepted Answer

The reservation point should reflect the competing offer plus any switching costs or risk premium

Answer

The reservation point should account for the full value of the BATNA, including transition costs, benefits differences, and risk.

(CPN) Certified Professional Negotiator Practice Test