CNE Negotiation Theory & Strategies 2 — Questions and Answers
Question 1: Which negotiation concept refers to the range between each party's reservation point within which a deal can be struck?
- BATNA corridor
- Zone of Possible Agreement (ZOPA) (Correct answer)
- Negotiation surplus
- Pareto frontier
Correct answer: Zone of Possible Agreement (ZOPA)
The ZOPA is the overlap between each party's reservation points where mutually acceptable agreements exist.
Question 2: In the Dual Concerns Model, a negotiator who shows high concern for others but low concern for self is best described as using which style?
- Competing
- Collaborating
- Accommodating (Correct answer)
- Avoiding
Correct answer: Accommodating
Accommodating reflects high concern for the relationship and the other party at the expense of one's own substantive goals.
Question 3: What is the primary risk of anchoring too aggressively in a negotiation?
- It eliminates the ZOPA entirely
- It may prompt the other party to walk away or dismiss your credibility (Correct answer)
- It automatically triggers a distributive negotiation
- It violates ethical negotiation standards
Correct answer: It may prompt the other party to walk away or dismiss your credibility
An extreme anchor can damage credibility and cause the counterpart to disengage rather than counter-offer.
Question 4: Which theoretical framework categorizes negotiation outcomes as win-win, win-lose, lose-win, or lose-lose?
- Game theory matrix
- Outcome quadrant model (Correct answer)
- Conflict resolution grid
- Harvard negotiation model
Correct answer: Outcome quadrant model
The outcome quadrant model maps all four possible result combinations based on each party's gain or loss.
Question 5: When a negotiator uses 'logrolling,' what are they doing?
- Threatening to involve third parties
- Trading concessions on issues where parties have differing priorities (Correct answer)
- Using time pressure to force a decision
- Reframing a position as an interest
Correct answer: Trading concessions on issues where parties have differing priorities
Logrolling involves exchanging concessions on lower-priority issues to gain ground on higher-priority ones, creating joint value.
Question 6: The concept of 'reactive devaluation' in negotiation refers to what phenomenon?
- Undervaluing your own concessions over time
- Automatically viewing a proposal less favorably because it came from the opposing side (Correct answer)
- Reducing asking price after multiple rejections
- Devaluing sunk costs during concession planning
Correct answer: Automatically viewing a proposal less favorably because it came from the opposing side
Reactive devaluation is a cognitive bias where a proposal is perceived as less attractive simply because the other party offered it.
Question 7: In Fisher and Ury's principled negotiation, what does 'separating people from the problem' primarily address?
- Removing emotion from all negotiation interactions
- Distinguishing relationship issues from substantive disagreements to address both effectively (Correct answer)
- Excluding third-party stakeholders from the process
- Focusing only on objective criteria
Correct answer: Distinguishing relationship issues from substantive disagreements to address both effectively
Separating people from the problem ensures relationship concerns are managed distinctly from the substantive issues at stake.
CNE Negotiation Theory & Strategies 2
Which negotiation concept refers to the range between each party's reservation point within which a deal can be struck?