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
A CNE practitioner recognizes 'reactive devaluation' when:
Answer: A party rejects a concession simply because it came from the other side, not based on its merit
Reactive devaluation is a cognitive bias where parties discount a concession because of who offered it, not because of its objective worth.
The 'exploding offer' tactic applies time pressure by:
Answer: Setting a short deadline after which the offer is withdrawn entirely
An exploding offer forces a quick decision by linking acceptance to a tight deadline, limiting the other party's ability to shop the deal or deliberate.
In interest-based negotiation, the distinction between a party's 'position' and 'interest' is best illustrated by:
Answer: A buyer demanding a price reduction (position) while their real need is better payment terms (interest)
Positions are stated demands; interests are the underlying needs or motivations driving those demands, and addressing interests opens more creative solutions.
When using 'objective criteria' in negotiation (a Fisher/Ury principle), a CNE practitioner would reference:
Answer: Independent market data, appraisals, or legal standards to justify proposals
Objective criteria — such as appraisals, precedent, or market data — depersonalize the negotiation and provide a legitimate, neutral standard both parties can accept.
The 'split-the-difference' closing technique is most appropriate when:
Answer: Both parties are close to agreement and a small gap remains
Split-the-difference works best as a closing move when positions are near each other and both parties seek a quick, face-saving resolution of a small gap.
Which best describes 'post-settlement settlement' (PSS) in negotiation?
Answer: After reaching a deal, jointly exploring whether an even better outcome exists for both parties
PSS invites both parties, after agreement, to search for a Pareto-superior deal — one that makes at least one party better off without harming the other.
In a salary negotiation, a CNE-trained professional counters the 'budget freeze' objection by:
Answer: Exploring non-salary compensation elements and future review timelines to create total value
When salary is constrained, shifting to the full compensation package — bonuses, equity, flexibility, title, review dates — maintains momentum and creates value outside the frozen variable.