CBN Study Guide 2026
Everything you need to pass the CBN exam in one place: the exam format, every topic to study, real practice questions with explanations, flashcards, and full-length practice tests. Free, no sign-up needed.
📋 CBN Exam Format at a Glance
📚 CBN Topics to Study (80)
✍️ Sample CBN Questions & Answers
1. What does 'walk-away point' refer to in negotiation preparation?
The walk-away point defines the threshold below which a deal would be worse than no agreement at all.
2. Compromising as a negotiation style is BEST characterized as:
Compromising sits in the middle of the assertiveness-cooperativeness grid. Both parties trade concessions to split the difference. It is faster than collaborating but may leave value on the table because underlying interests are not fully explored.
3. Which coalition-building tactic involves privately securing each potential ally's commitment before announcing the coalition publicly?
Pre-commitment sequencing locks in allies one-by-one before the coalition is revealed, reducing the risk of public defection.
4. The 'good cop/bad cop' tactic is most effective when the negotiating team wants to:
The tactic uses role contrast so the 'good cop' can extract concessions while preserving rapport.
5. The negotiation tactic known as 'nibbling' refers to which of the following?
Nibbling involves asking for small extras after the main agreement is reached, exploiting the other party's strong desire to close the deal.
6. The concept of 'ZOPA expansion' in integrative negotiation refers to:
Value-creating trades expand the zone of possible agreement beyond what purely distributive bargaining would allow.