Negotiation & Closing Techniques Flashcards
7 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 7 Negotiation & Closing Techniques flashcards as text
A CCM is negotiating intellectual property rights with a client who wants to own all forecast models and methodologies developed during the engagement. The best counter-position is:
Answer: Retain ownership of pre-existing methodologies and tools while granting the client a license to use deliverables
Distinguishing between pre-existing background IP and project-specific deliverables protects the consultant's core professional assets.
During contract negotiations, a client presents a 'take it or leave it' offer. What negotiation strategy should a CCM apply?
Answer: Reframe the discussion by focusing on mutual interests rather than positions
Shifting from positional to interest-based negotiation often unlocks flexibility even in apparently rigid take-it-or-leave-it situations.
Which consulting agreement provision specifically protects a CCM's ability to work with other clients in the same industry sector?
Answer: Non-compete clause limitation or industry carve-out
Limiting non-compete scope or securing industry carve-outs prevents overly broad restrictions on a consultant's livelihood.
A CCM is proposing a weather risk assessment project. The client balks at the $50,000 fee. Which framing technique most effectively reframes the price?
Answer: Reframe the fee as an insurance cost against potential weather-related losses exceeding millions
Reframing fees relative to the financial risk being mitigated makes consulting costs appear proportionate and justified.
In multi-stakeholder negotiations where both a procurement officer and a technical end-user are present, a CCM should primarily direct technical content toward:
Answer: The technical end-user, while ensuring the procurement officer understands business value
Technical credibility with end-users builds an internal champion while commercial messaging ensures procurement understands ROI.
A CCM uses the 'summary close' technique when finalizing a contract. This involves:
Answer: Reviewing all agreed-upon terms and benefits immediately before asking for the signature
The summary close reinforces perceived value by reviewing all agreements and benefits just before requesting commitment.
When is it most appropriate for a CCM consultant to use a 'cooling-off' tactic during negotiations?
Answer: When you sense genuine emotional hostility is derailing productive discussion
A strategic pause or cooling-off period can de-escalate tension and reset negotiations to a more productive tone.