CBN Value Creation & Claiming Flashcards
7 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 7 CBN Value Creation & Claiming flashcards as text
In negotiation theory, 'expanding the pie' refers to which primary concept?
Answer: Increasing the total value available for both parties through creative problem-solving
Expanding the pie means creating additional value so both sides can gain more than the fixed-sum assumption allows.
A negotiator discovers that her counterpart values delivery speed far more than price discounts. The best value-creation move is to:
Answer: Offer faster delivery in exchange for a higher price
Trading on differing priorities—speed for price—is a classic integrative move that creates mutual gain.
Which of the following best describes a 'contingent contract' as a value-creation tool?
Answer: A deal whose terms vary based on a future event or performance outcome
Contingent contracts resolve differing forecasts by tying deal terms to how uncertain future events actually unfold.
When negotiators make 'package' offers rather than single-issue proposals, the primary benefit is:
Answer: Revealing relative priorities and enabling trade-offs across issues
Package offers expose how each party values different issues, creating room for integrative trade-offs.
Post-settlement settlements (PSS) are used to:
Answer: Improve upon an already-reached agreement by searching for mutually superior options
PSS involves both parties agreeing to explore whether a better deal exists after reaching an initial agreement, with the original as a fallback.
Which claiming strategy is most effective when a negotiator has strong, verifiable alternatives (high BATNA)?
Answer: Anchor aggressively and hold firm, knowing the BATNA provides leverage
A strong BATNA gives real leverage; using it to anchor high and concede slowly maximizes the claimed share.
In a distributive negotiation, 'the zone of possible agreement' (ZOPA) exists when:
Answer: The seller's reservation price is below the buyer's reservation price
ZOPA exists when the maximum a buyer will pay exceeds the minimum a seller will accept, creating an overlap where deals are possible.