CBN Negotiation Planning & Preparation Flashcards
6 cards from real CBN practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CBN Negotiation Planning & Preparation flashcards as text
What is the primary purpose of setting clear objectives before a negotiation?
Answer: To establish boundaries and priorities that guide decision-making
Clear objectives help negotiators stay focused on desired outcomes and avoid being swayed by irrelevant offers.
What does 'walk-away point' refer to in negotiation preparation?
Answer: The minimum acceptable outcome before a negotiator will terminate talks
The walk-away point defines the threshold below which a deal would be worse than no agreement at all.
Why is researching the other party's interests before negotiating important?
Answer: It helps identify potential trade-offs and mutual gains
Understanding the other party's interests enables you to craft proposals that satisfy both sides and create value.
What is a 'negotiation agenda' and why is it used?
Answer: A structured outline of topics to be discussed that keeps talks focused
A negotiation agenda keeps discussions organized and ensures all key issues are addressed systematically.
In preparing for a high-stakes business negotiation, what role does scenario planning play?
Answer: It prepares negotiators for multiple possible outcomes and counterpart responses
Scenario planning helps negotiators anticipate various responses and prepare flexible strategies before entering talks.
Which preparation step involves assessing your own strengths and weaknesses before negotiating?
Answer: Self-assessment or internal analysis of your position
Self-assessment helps negotiators understand their leverage, limitations, and areas where concessions may be necessary.