CNE Advanced Negotiation Tactics

Question 1

What is the concept of 'anchoring' in advanced negotiation tactics?

Accepted Answer

Making an initial high offer to establish a reference point.

Answer

Starting with a low-ball offer to force the counterpart to counter.

Answer

Starting the negotiation without any offer.

Answer

Allowing the counterpart to set the first offer.

Question 2

What is 'BATNA' and how does it influence advanced negotiation tactics?

Accepted Answer

A framework to evaluate alternatives and set negotiation thresholds.

Answer

A tactic used to force the other party to concede.

Answer

A strategy to avoid negotiations altogether.

Answer

A tactic to mislead the counterpart about your alternatives.

Question 3

How does 'framing' influence advanced negotiation outcomes?

Accepted Answer

Reframing the situation to make your position seem more favorable.

Answer

Presenting only the positive aspects of a deal to the counterpart.

Answer

Avoiding any persuasive communication.

Answer

Always framing offers as final and non-negotiable.

Question 4

What is the purpose of 'foot-in-the-door' technique in advanced negotiations?

Accepted Answer

To gain the counterpart’s trust before presenting the main request.

Answer

To make the other party feel obligated to agree to larger demands.

Answer

To manipulate the counterpart into agreeing to all terms.

Answer

To immediately propose the final deal.

Question 5

How does 'salami slicing' work in advanced negotiation tactics?

Accepted Answer

Breaking down larger requests into small, incremental demands to gain agreement.

Answer

Making one large demand that cannot be rejected.

Answer

Gradually decreasing the price until the other party is forced to accept.

Answer

Creating a sense of urgency to force a decision.

Question 6

Why is 'lowballing' a commonly used tactic in negotiations?

Accepted Answer

To start the negotiation at an extremely favorable position.

Answer

To make the counterpart feel undervalued.

Answer

To confuse the counterpart into making mistakes.

Answer

To avoid making any concessions.

Question 7

What does 'deadline pressure' refer to in advanced negotiation tactics?

Accepted Answer

Imposing an artificial deadline to force a quick decision.

Answer

Extending the deadline to allow for more negotiations.

Answer

Delaying the process to give more time for concessions.

Answer

Ignoring deadlines to avoid rush decisions.

Question 8

What is the role of 'reciprocity' in advanced negotiation tactics?

Accepted Answer

To encourage the counterpart to offer something in return for your concessions.

Answer

To manipulate the other party into making larger concessions.

Answer

To withhold any favors until the final agreement is made.

Answer

To create a sense of urgency through mutual concessions.

Question 9

Why is 'good cop, bad cop' considered an effective negotiation tactic?

Accepted Answer

To manipulate the counterpart through emotional pressure.

Answer

To confuse the counterpart into agreeing to unfavorable terms.

Answer

To create a more relaxed negotiation environment.

Answer

To ensure both negotiators remain in control of the conversation.