CPN Negotiation Fundamentals & Strategies 3

Question 1

In principled negotiation, which of the following is NOT one of the four core elements?

Accepted Answer

Always make the first offer to set the anchor

Answer

Fisher and Ury's principled negotiation framework consists of separating people from the problem, focusing on interests, generating options for mutual gain, and using objective criteria — not anchoring strategy.

Question 2

What does the term 'reciprocity norm' mean in the context of negotiation?

Accepted Answer

Negotiators feel socially obligated to return concessions made by the other party

Answer

The reciprocity norm is the social obligation to respond to a concession with a concession, which negotiators can leverage strategically.

Question 3

Which tactic involves a negotiator claiming they need approval from a higher authority before agreeing to a deal?

Accepted Answer

Limited authority tactic

Answer

The limited authority tactic delays commitment and can extract additional concessions by claiming the negotiator must defer to a principal not present at the table.

Question 4

What is 'bracketing' as a negotiation strategy?

Accepted Answer

Setting a range within which you expect the final deal to fall by making an extreme offer

Answer

Bracketing means making an offer designed so that if the parties split the difference, the result lands at your target outcome.

Question 5

In multi-issue negotiations, presenting multiple issues simultaneously rather than sequentially is advantageous because:

Accepted Answer

It allows package trades and reveals differing priorities between the parties

Answer

Negotiating issues in packages allows parties to make trade-offs across issues, revealing priority differences that enable value-creating deals.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Negotiation Fundamentals & Strategies 3