Open Assessment to CCNS (Certified Customer Negotiation Specialist)

You have 15 minutes to perform this assessment!

Evaluate your expertise in Negotiation.

This assessment is designed for you to assess your negotiation knowledge, identify improvement points, and prepare to earn the CCNS (Certified Customer Negotiation Specialist) credential.

This assessment consists of 10 randomly selected questions and hundreds of questions that may be on the certification exam.

Note: This trial is free and does not include any certification.

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To start the assessment, just click the Start!

1 / 10

Allan Cohen, one of the pioneers in the study of influential behavior, defines that:

We must focus on the interest of the other negotiator and not on the Position

All are potential allies

We must separate people from the problem in a negotiation

Mental triggers are a pre-existing condition that support the influencer

2 / 10

What does it mean not to bargain Position?

That depending on the position the negotiator has no bargaining power

That the positions may be contrary and therefore we must focus the negotiation in the interests of the parties involved

Because the positional bargain shows the weakness of the negotiator

That the position in the negotiation is a temporary condition and that depending on what is being negotiated it can change

3 / 10

What are the 4 behavioral styles of the negotiator?

Controller, Conciliator, Competitor and Analytical

Pragmatic, Analytical, Expressive and Affable

Assertive, Manipulator, Influencer and Passive-aggressive

Safe, Aggressive, Assertive and Confused

4 / 10

In a negotiation, the good negotiator must never give in. Regarding this statement:

It is not valid. The negotiator must give in to guarantee a good relationship with the other

It is not correct. The negotiator must assess the impact of giving in and what are the objectives involved

It is only valid for business negotiations (B2B)

It is totally correct and shows the experience and preparation of the negotiator

5 / 10

The SPIN SELLING study showed that:

The business buyer has less bargaining power than the seller

Only in medium and large companies the methodology is applicable

More than 80% of business negotiations are closed close to the anchor

In business negotiations, questions of the situation are not important

6 / 10

Which of the following is one of the Harvard School Principles?

The Anchor has the ability to empty the other negotiator's reserve value

BATNA is the best option for negotiating an agreement

Planning is fundamental for a good negotiation result

Separate people from the problem

7 / 10

What is the name of the behavioral influence technique that guarantees the connection, attunement with the other person?

Empathy

Spin Selling

Harvard negotiation technique

Rapport

8 / 10

What is the name of the first move made in a negotiation and what is its importance?

Anchor: establishes a reference for negotiation

BATNA: indicates the best alternative for trading

MiniMax: indicates the minimum and maximum values for trading

ZOPA: area that the agreement will possibly be closed

9 / 10

A seller defines a minimum selling value of his car at USD 20,000 and a maximum of USD 30,000. The buyer, on the other hand, establishes as limits the maximum amount of USD 25,000 and the minimum USD 15,000. What is the Possible Agreement Area?

Between USD 20,000 and USD 30,000

Between USD 30,000 and USD 15,000

Between USD 20,000 and USD 25,000

Between USD 25,000 and USD 30,000

10 / 10

What are the 3 variables in the Harvard Negotiation Process?

Time, Position and Power

Time, Information and Power

Information, Knowledge and Power

Position, Interest and Time

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Open Assessment to CCNS (Certified Customer Negotiation Specialist)

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