Negotiation Skills Flashcards
7 cards from real BPTC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Negotiation Skills flashcards as text
Which negotiation tactic involves a party claiming they must refer any decision to an absent authority before agreeing?
Answer: The Higher Authority tactic
The Higher Authority tactic is used to delay commitments or limit concessions by claiming that an absent decision-maker must approve any agreement.
In negotiation, 'salami slicing' refers to which behaviour?
Answer: Extracting a series of small additional concessions after the main deal appears concluded
Salami slicing involves obtaining small, seemingly minor additional concessions one at a time after the core deal looks settled, with each slice individually hard to refuse but collectively significant.
What is 'anchoring' in the context of negotiation?
Answer: Making the first offer so as to set a reference point that influences the range of negotiation
Anchoring exploits the psychological tendency to give disproportionate weight to the first figure mentioned, so the first offer shapes the expectations and parameters of subsequent bargaining.
Which of the following is a recognised technique for breaking a deadlock in negotiation?
Answer: Introducing a new issue or repackaging the deal to create fresh trade-off possibilities
Introducing new issues or repackaging existing ones can break deadlock by creating new variables that allow both parties to make movement without losing face on previously stated positions.
What does identifying 'tradeable issues' during negotiation preparation help counsel to achieve?
Answer: Finding issues of differing relative value to each side that can be exchanged to reach settlement
Tradeable issues are matters that each side values differently, enabling mutually beneficial exchanges where each party concedes on lower-priority items to gain on higher-priority ones.
What does 'logrolling' mean in negotiation?
Answer: Exchanging concessions on different issues so each party gains on what matters most to them
Logrolling involves trading concessions across different issues, with each party giving up what is less important to them in return for gains on higher-priority matters.
In a BPTC negotiation assessment, on what basis are students primarily evaluated?
Answer: The quality of the negotiation process, including preparation, communication, and professional conduct
BPTC assessors focus on the quality of the negotiation process — preparation, identification of interests, communication skills, and professional conduct — rather than purely the outcome achieved.