CCM Negotiation Fundamentals & Techniques Flashcards
6 cards from real CCM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CCM Negotiation Fundamentals & Techniques flashcards as text
Which negotiation style is characterized by asserting one's own needs while also seeking to satisfy the other party's needs?
Answer: Collaborating
The collaborating style (high assertiveness, high cooperativeness) aims for a win-win outcome by fully addressing the concerns of both parties.
What is the primary risk of using an overly competitive negotiation strategy in ongoing workplace relationships?
Answer: Damaging the relationship and reducing future cooperation
Competitive tactics may secure short-term gains but erode trust and goodwill, harming long-term collaborative relationships.
The 'single negotiating text' technique involves:
Answer: A neutral party creating a draft that both sides iteratively improve
A neutral single negotiating text shifts focus from competing proposals to jointly refining one document, reducing positional entrenchment.
In the context of multi-party negotiations, a 'coalition' forms when:
Answer: Two or more parties align to increase their collective bargaining power
Coalitions are alliances among multiple negotiating parties that pool resources and leverage to strengthen their combined position.
Which of the following best describes a 'package deal' negotiation strategy?
Answer: Bundling multiple issues into one comprehensive settlement offer
A package deal links multiple issues together so trade-offs across items can create value for both parties simultaneously.
When a negotiator says 'I need to check with my principal before agreeing,' this technique is known as:
Answer: The limited authority tactic
The limited authority tactic creates time and psychological distance, allowing a negotiator to slow concessions or return to reopen items without direct confrontation.