CCM CCM Negotiation Fundamentals & Techniques 1 — Questions and Answers
Question 1: Which negotiation approach focuses on mutual gains and interests rather than fixed positions?
- Positional bargaining
- Interest-based negotiation (Correct answer)
- Distributive negotiation
- Competitive bargaining
Correct answer: Interest-based negotiation
Interest-based negotiation, also called integrative or principled negotiation, seeks to identify underlying interests so both parties can reach mutually beneficial agreements.
Question 2: What does BATNA stand for in negotiation theory?
- Best Alternative To a Negotiated Agreement (Correct answer)
- Basic Approach To Negotiating Agreements
- Bilateral Agreement Terms and Negotiation Actions
- Best Agreed Terms Near Arbitration
Correct answer: Best Alternative To a Negotiated Agreement
BATNA (Best Alternative To a Negotiated Agreement) represents the course of action a party will take if negotiations fail, serving as a benchmark for evaluating any proposed deal.
Question 3: In distributive negotiation, the 'zone of possible agreement' (ZOPA) is best described as:
- The range of issues open for discussion
- The overlap between each party's reservation points (Correct answer)
- The mediator's proposed settlement range
- The legal boundaries of an enforceable contract
Correct answer: The overlap between each party's reservation points
ZOPA is the range between each party's reservation price (walk-away point) where a mutually acceptable deal is possible.
Question 4: Which tactic involves making an extreme opening offer to anchor the negotiation in your favor?
- Logrolling
- Anchoring (Correct answer)
- Bracketing
- Nibbling
Correct answer: Anchoring
Anchoring involves presenting an extreme first offer to set a psychological reference point that pulls the final outcome closer to the anchor.
Question 5: Logrolling in negotiation refers to:
- Delaying tactics to wear down the other party
- Trading concessions on different issues to create joint gains (Correct answer)
- Repeatedly restating your position louder
- Using a neutral third party to resolve deadlocks
Correct answer: Trading concessions on different issues to create joint gains
Logrolling involves exchanging concessions on different issues so each party gives up less-valued items in return for gaining higher-valued ones.
Question 6: A conflict manager preparing a client for negotiation should first help them identify:
- The other party's weaknesses
- Their own underlying interests and BATNA (Correct answer)
- Historical precedents for similar disputes
- The maximum concession they are willing to make publicly
Correct answer: Their own underlying interests and BATNA
Understanding one's own interests and BATNA is the foundation of effective negotiation preparation, determining both goals and walk-away limits.
CCM CCM Negotiation Fundamentals & Techniques 1
Which negotiation approach focuses on mutual gains and interests rather than fixed positions?