CBN Negotiation Planning & Preparation Flashcards

In CBN methodology, what is the value of preparing a concession strategy in advance?

Answer: It ensures concessions are planned, deliberate, and linked to reciprocal movement

A pre-planned concession strategy helps negotiators give up as little as possible while maintaining momentum toward agreement.

Why should negotiators research industry standards and market data before negotiating?

Answer: To establish objective benchmarks that support and legitimize their position

Industry data provides objective criteria that legitimize your position and reduce reliance on arbitrary demands.

What is 'stakeholder analysis' in the context of negotiation preparation?

Answer: Identifying all parties who have an interest in the negotiation outcome

Stakeholder analysis ensures negotiators understand who influences or is affected by the deal, allowing for more comprehensive strategies.

How does setting a 'reservation price' differ from setting a 'target price' in negotiation?

Answer: The reservation price is the worst acceptable outcome; the target price is the ideal outcome

The reservation price represents your bottom line, while the target price represents your aspirational goal in the negotiation.

What is the purpose of a pre-negotiation team briefing?

Answer: To align team members on strategy, roles, and key messages before talks begin

A team briefing ensures all members understand their roles and present a unified, consistent position during negotiations.

Which preparation step involves identifying objective criteria that both parties can use to evaluate proposals?

Answer: Researching external standards such as legal precedents, market rates, or industry norms

Objective criteria give both parties a principled basis for evaluating proposals beyond subjective preferences or power dynamics.