Advanced Negotiation Tactics Flashcards
7 cards from real CNE practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Advanced Negotiation Tactics flashcards as text
In a multi-party negotiation, a skilled CNE practitioner uses 'coalition building' primarily to:
Answer: Align common interests among parties to strengthen a collective position
Coalition building aggregates shared interests so that aligned parties present a stronger, unified front during complex multi-party negotiations.
The 'nibble' tactic involves:
Answer: Asking for a small additional concession after the main deal is essentially closed
The nibble tactic exploits the other party's desire to finalize the deal by requesting a minor extra concession at the last moment.
When a negotiator uses 'strategic silence' after presenting a proposal, the intended effect is:
Answer: To create discomfort that pressures the other party to fill the void with concessions
Strategic silence creates psychological pressure because most people find silence uncomfortable and will speak — often conceding ground — to break it.
A 'highball/lowball' opening strategy is most effective when:
Answer: The negotiator wants to establish a favorable anchor point early in the discussion
An extreme opening offer anchors the negotiation in the opener's favor, pulling the final settlement closer to their target even when adjusted.
In principled negotiation, 'inventing options for mutual gain' most directly addresses which challenge?
Answer: Breaking out of fixed-pie assumptions by generating creative value-creating solutions
Inventing options for mutual gain challenges the assumption that negotiation is zero-sum by brainstorming trades that create additional value for both sides.
The 'flinch' technique in negotiation refers to:
Answer: Displaying a visible, exaggerated negative reaction to an offer to signal dissatisfaction
The flinch signals that an offer is far outside expectations, often prompting the other party to improve their position before any counter is made.
Which concession pattern is generally most effective in a CNE framework for maintaining credibility?
Answer: Large early concessions followed by smaller ones, signaling that limits are being reached
Decreasing concession sizes signal that the negotiator is approaching their limit, making further movement seem more costly and credible.