CPN Negotiation Fundamentals & Strategies 4

Question 1

What is 'reactive devaluation' in negotiation?

Accepted Answer

Undervaluing concessions offered by the opposing party simply because they offered them

Answer

Reactive devaluation is the tendency to view a proposal as less attractive or concede its value once you know it originated from your adversary.

Question 2

In the context of negotiation ethics, which of the following is generally considered an acceptable persuasion tactic?

Accepted Answer

Strategically framing information to highlight favorable aspects

Answer

Strategic framing — emphasizing genuine advantages of a proposal — is an accepted influence technique, unlike outright deception about facts.

Question 3

A negotiator uses 'objective criteria' in negotiation primarily to:

Accepted Answer

Shift focus from willpower contests to legitimacy-based reasoning

Answer

Objective criteria (market value, precedent, expert opinion) depersonalize the negotiation and shift arguments from who is tougher to what is fair and legitimate.

Question 4

What does the 'final offer arbitration' (FOA) mechanism incentivize parties to do?

Accepted Answer

Submit reasonable, realistic positions because the arbitrator must choose one side's offer entirely

Answer

In FOA (also called baseball arbitration), the arbitrator must select one party's final offer without modification, incentivizing both sides to present credible, moderate proposals.

Question 5

Which term describes the minimum outcome a negotiator is willing to accept before walking away?

Accepted Answer

Reservation price

Answer

The reservation price is the negotiator's walk-away threshold — the least favorable deal they will accept — distinct from BATNA, which is the alternative if no deal is reached.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Negotiation Fundamentals & Strategies 4