Certified Professional Public Buyer (CPPB) Practice Test

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What does escalating demands in negotiation often involve?

Subtle persuasion tactics
Extreme demands to lower expectations
Clear and open communication
Facilitating consensus building

The correct answer is: Extreme demands to lower expectations

Escalating demands in negotiation commonly involve setting extreme demands that can force the other party to reassess their expectations and demands. This tactic is often used to push boundaries and create an atmosphere where concessions are made. By initially presenting extreme positions, negotiators may aim to anchor discussions at a certain level, leading parties to adjust their expectations downward. This approach can create a negotiation dynamic where the initial position serves to justify a more reasonable offer later on. Recognizing that negotiations can involve strategic positioning, such tactics are often employed to gain leverage and influence the trajectory of discussions. Thus, this aspect of negotiation reflects the strategic use of demands to elicit specific responses and alter the course of negotiation dialogue.