CCM Negotiation Fundamentals & Techniques Flashcards

What is the purpose of a 'cooling-off period' in a negotiation that has reached an impasse?

Answer: To reduce emotional intensity and allow parties to reconsider positions

A cooling-off period provides time for emotions to de-escalate and allows parties to reflect on interests and alternatives with greater objectivity.

Which ethical principle requires a negotiator to avoid deliberate misrepresentation of facts or intentions?

Answer: Good faith bargaining

Good faith bargaining obligates negotiators to be honest about material facts and genuine in their intent to reach agreement, avoiding fraudulent or deceptive conduct.

In cross-cultural negotiations, a conflict manager should be most attentive to differences in:

Answer: Communication styles, time orientation, and hierarchy norms

Cultural dimensions such as direct vs. indirect communication, monochronic vs. polychronic time, and high vs. low power distance significantly shape negotiation behavior and expectations.

The 'nibbling' tactic occurs when a party:

Answer: Requests additional small concessions after the main deal is reached

Nibbling involves asking for minor extras after a deal appears closed, exploiting the other party's reluctance to reopen negotiations over small items.

A conflict manager coaching a party should advise that the best time to make concessions is:

Answer: Strategically and conditionally, linked to movement from the other party

Conditional concessions ('If you can move on X, I can move on Y') maintain reciprocity, signal flexibility without weakness, and keep negotiations progressing.

Post-settlement settlements (PSS) are used in negotiation to:

Answer: Seek a mutually superior outcome after an initial deal is reached

A PSS invites parties to jointly search for improvements on the original deal, using the agreed settlement as a fallback, which can generate additional joint gains.