CPN Negotiation Psychology & Cognitive Biases 2

Question 1

The 'fixed-pie assumption' is a cognitive bias that causes negotiators to incorrectly assume:

Accepted Answer

Resources and value in a negotiation are strictly limited and cannot be expanded

Answer

The fixed-pie assumption is the erroneous belief that negotiation is purely zero-sum, preventing negotiators from discovering integrative trades that could expand total value.

Question 2

The availability heuristic affects negotiators most when they:

Accepted Answer

Make probability judgments based on how easily examples come to mind rather than actual data

Answer

The availability heuristic causes negotiators to overestimate the likelihood of vivid or recent outcomes (like deal failures) simply because those examples are mentally accessible.

Question 3

Status quo bias in negotiation is best described as:

Accepted Answer

A preference for maintaining the current state of affairs, even when a change would be beneficial

Answer

Status quo bias causes negotiators to irrationally prefer the existing situation over alternatives, even when objective analysis shows the alternative offers superior outcomes.

Question 4

In negotiation psychology, the principle of reciprocity is most accurately described as:

Accepted Answer

The social norm that causes people to feel obligated to return favors or concessions

Answer

Reciprocity is a deeply embedded social norm whereby receiving a concession or favor creates psychological pressure to give something in return, even when the exchange is asymmetric.

Question 5

The endowment effect in negotiation describes why sellers typically:

Accepted Answer

Demand more for items they own than they would pay for identical items they do not own

Answer

The endowment effect causes people to assign greater value to things simply because they own them, which inflates seller reservation prices and creates barriers to agreement.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Negotiation Psychology & Cognitive Biases 2