CPN Power Dynamics & Influence 2

Question 1

A negotiator who controls access to a scarce resource the other party urgently needs is exercising which type of power?

Accepted Answer

Resource power

Answer

Resource power derives from controlling something the other side needs, creating leverage in the negotiation.

Question 2

Which influence principle explains why a prospect is more likely to comply after receiving a small free gift?

Accepted Answer

Reciprocity

Answer

Cialdini's reciprocity principle holds that people feel obligated to return favors, making them more likely to comply after receiving something.

Question 3

When a negotiator deliberately reveals a weakness to build credibility with the other side, this tactic is best described as:

Accepted Answer

Strategic vulnerability

Answer

Strategic vulnerability involves selectively disclosing a limitation to appear honest and increase the other party's trust.

Question 4

A union negotiator says, 'My members will never accept less than a 5% raise—my hands are tied.' This illustrates the use of:

Accepted Answer

Artificial constraints

Answer

Artificial constraints create the impression of limited authority or flexibility, shifting pressure to the other side to make concessions.

Question 5

In a multi-party negotiation, the party that controls the agenda and meeting structure holds which form of power?

Accepted Answer

Process power

Answer

Process power comes from controlling how the negotiation is structured, including sequencing, timing, and topics discussed.

(CPN) Certified Professional Negotiator Practice Test