Which of the following are recognised techniques in contract negotiation? Select THREE that apply.

Which of the following are recognised techniques in contract negotiation? Select THREE that apply.
A . Framing and reframing
B . Ratification
C . Pacing and leading
D . Validation
E . Role ethics
F . Anchoring

View Answer

Answer: A,C,F

Explanation:

The question asks about negotiation techniques which are not present in the book.

In this question, there are only 3 recognised techniques:

– Framing and reframing: A frame is an assumption, or set of assumptions, that guides our attention and behavior. Reframing is the ability to identify and significantly change assumptions or perspectives. Framing has a significant impact on the effectiveness of negotiation outcomes and negotiator working relationships. You can read more on framing and reframing here.

– Anchoring: Anchoring bias is well-known cognitive bias in negotiation and in other

contexts. The anchoring bias describes the common tendency to give too much weight to the first number put forth in a discussion and then inadequately adjust from that starting point, or the “anchor.” We even fixate on anchors when we know they are irrelevant to the discussion at hand. You can read more on anchoring here.

– Pacing and leading: Pacing and leading is a two-step lever of persuasion. First C You “match your pace” to the person you want to influence in as many ways as possible. You can do this by mimicking the way the person talks, stands, their appearance, etc. You can also mimic less tangible aspects like the way they act, or their emotional state. Second C Once you’ve set your pace with someone, lead them to whatever decision or behavior you

want them to take! You can read more on pacing and leading here.

Reference: CIPS study guide page 163-165

LO 3, AC 3.2