Certified Professional Public Buyer (CPPB) Practice Test

What is a potential drawback of a high-status negotiator?

1. Greater authority in decision-making

2. They may overshadow the concerns of others

3. Lower negotiation pressure

4. Improved outcome for all parties

The correct answer is: They may overshadow the concerns of others

A high-status negotiator often comes with significant authority and recognition, which can lead to an imbalance in negotiations. This prominence might overshadow the concerns and contributions of other participants in the negotiation process. As the high-status negotiator takes the spotlight, other parties may feel intimidated or less inclined to voice their needs or perspectives. This dynamic can impede open communication and reduce the likelihood of addressing the interests of all parties involved, which is crucial for effective collaboration and achieving mutually beneficial outcomes. Additionally, the other options represent characteristics that, while beneficial in some contexts, do not directly pertain to the potential drawbacks of a high-status negotiator. For instance, greater authority in decision-making and improved outcomes for all parties are generally viewed as advantages rather than drawbacks. Similarly, lower negotiation pressure is typically advantageous, as it can foster a more relaxed and productive atmosphere. Ultimately, while high-status negotiators may bring certain strengths to the table, their influence can create challenges that undermine collaborative negotiation efforts.