CPN Negotiation Fundamentals & Strategies 2

Question 1

In a distributive negotiation, what does 'anchoring' refer to?

Accepted Answer

Setting the first offer to influence the negotiation range

Answer

Anchoring is the cognitive bias where the first number introduced in a negotiation heavily influences subsequent offers and counteroffers.

Question 2

What is the primary distinction between interests and positions in negotiation?

Accepted Answer

Interests are the underlying needs; positions are the stated demands

Answer

Positions are what negotiators say they want, while interests are the underlying motivations, needs, or concerns driving those demands.

Question 3

Which negotiation strategy focuses on expanding the total value available before dividing it?

Accepted Answer

Value creation

Answer

Value creation (integrative negotiation) involves identifying trade-offs and compatible interests to enlarge the total pie before splitting it.

Question 4

A negotiator's 'reservation price' is best defined as:

Accepted Answer

The point at which a negotiator prefers no deal over the proposed deal

Answer

The reservation price (or walk-away point) is the least favorable deal a negotiator will accept before breaking off negotiations entirely.

Question 5

When two parties' reservation prices overlap, what is this region called?

Accepted Answer

The Zone of Possible Agreement (ZOPA)

Answer

The Zone of Possible Agreement (ZOPA) is the range between each party's reservation price where a mutually acceptable deal can be struck.

(CPN) Certified Professional Negotiator Practice Test