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
The 'Good Cop/Bad Cop' tactic is most effectively countered by:
Answer: Naming the tactic openly to neutralize its psychological effect
Explicitly naming the Good Cop/Bad Cop tactic exposes the manipulation, reducing its emotional pressure and shifting the dynamic back to substance.
In real estate negotiations, a CNE practitioner recommends buyers use 'escalation clauses' primarily to:
Answer: Automatically increase their offer incrementally above competing bids up to a maximum
An escalation clause automatically beats competing offers by a set increment, helping buyers win in multiple-offer situations without unnecessarily overpaying.
When a counterpart uses the 'limited authority' tactic ('I need to check with my manager'), the best CNE response is to:
Answer: Request that the decision-maker join the negotiation directly
Asking for the actual decision-maker eliminates the tactic's purpose — using absent authority as a shield — and re-centers the negotiation.
The concept of 'logrolling' in negotiation means:
Answer: Trading concessions on issues of differing priority to create mutual gain
Logrolling exploits the fact that parties often have different priorities, so each can concede on lower-priority items in exchange for gains on higher-priority ones.
A 'bracketing' strategy involves:
Answer: Setting both a target and a walk-away point, then making offers that keep the midpoint near your target
Bracketing means calculating counter-offers so that if both parties split the difference, the result lands at or near your target price.
In CNE training, 'total motivation' (ToMo) framing in negotiation means presenting proposals in terms of:
Answer: How the outcome aligns with the other party's intrinsic motivations and identity
Framing proposals around intrinsic motivation — purpose, play, and potential — increases acceptance because they align with what the other party genuinely values.
Which best describes the 'contrast principle' as applied in negotiation?
Answer: Presenting an unfavorable option first so that the preferred option seems more attractive by comparison
The contrast principle leverages human perception: a target option appears more attractive when juxtaposed with an unfavorable alternative presented first.