CBN Cheat Sheet 2026

The 30 highest-yield CBN facts, distilled from real exam questions. Print it, save it as a PDF, or study it here — free, no sign-up.

1. When negotiators make 'package' offers rather than single-issue proposals, the primary benefit is: → Revealing relative priorities and enabling trade-offs across issues
2. In contract management, what does a 'step-in right' clause allow a buyer to do? → Assume direct control of the supplier's operations to ensure contract delivery
3. A contract contains a severability clause. What happens if one provision is found unenforceable by a court? → The unenforceable provision is removed and the rest of the contract remains in effect
4. Which concession pattern most clearly signals to the other party that you are approaching your reservation price? → Making decreasing concessions over time
5. Reciprocal concession-making in negotiation is grounded primarily in which principle? → The norm of reciprocity, where a concession invites a counter-concession
6. The 'flinch' technique in negotiation is best described as: → Showing a visible negative reaction to an offer to signal it is unacceptable
7. A contract negotiator is reviewing a 'material adverse change' (MAC) clause. In which scenario would a MAC clause most likely be triggered? → A regulatory change that eliminates the buyer's entire market segment
8. A 'restorative circle' process used in workplace ADR is PRIMARILY aimed at: → Repairing relationships and rebuilding trust among all affected stakeholders
9. What is the primary risk of making too many concessions too quickly in a negotiation? → It signals desperation and invites the other party to push for even more
10. What is the role of active listening in negotiation? → To avoid misunderstanding and foster collaboration
11. When a negotiation reaches an impasse, the most constructive first step is typically to: → Shift focus to underlying interests rather than stated positions
12. Which of the following is a BEHAVIORAL closing signal that indicates a counterpart is ready to finalize an agreement? → Asking specific questions about delivery dates, implementation timelines, or payment terms
13. A CBN professional encounters an unfamiliar situation while performing mediation & adr techniques duties. What is the most appropriate first action? → Consult relevant standards, guidelines, or a qualified supervisor before proceeding
14. Which ethical principle requires a negotiator to avoid making statements they know to be false about material facts? → Duty of candor
15. In CBN methodology, reframing an adversarial negotiation as a 'joint problem-solving session' is intended to achieve what primary outcome? → Shift the psychological dynamic from competition to collaboration
16. A contract includes a 'time is of the essence' clause. What is the primary legal consequence of this provision? → Missing a deadline constitutes a material breach allowing termination
17. Which describes the correct sequence for applying principled negotiation when an impasse is reached? → Revisit interests → generate new options → apply objective criteria → evaluate BATNAs
18. A negotiator proposes packaging several issues together rather than resolving them sequentially. This technique is called: → Logrolling
19. What is the role of compromise in successful negotiation? → To ensure both parties make reasonable concessions for a balanced outcome
20. Which scenario is the best example of a 'cognitive reframe' in a business negotiation? → Changing your own perspective from 'I am losing ground' to 'I am gathering information'
21. How does maintaining confidentiality contribute to a successful negotiation? → To maintain trust and encourage open communication
22. In a 'mini-trial,' the primary decision-makers are typically: → Senior executives from each party who hear abbreviated presentations and then negotiate
23. When using an interpreter in a complex cross-cultural negotiation, best practice is to: → Speak in short, clear sentences and pause frequently to allow accurate interpretation
24. Which scenario illustrates an illegitimate tactic that principled negotiation explicitly warns against? → Deliberately misrepresenting your BATNA to gain leverage
25. Which type of clause in a construction contract protects an owner when a subcontractor files a mechanic's lien? → Lien waiver clause
26. Which coalition-building tactic involves privately securing each potential ally's commitment before announcing the coalition publicly? → Pre-commitment sequencing
27. Your BATNA is weak heading into a negotiation. What is the most strategically sound response? → Strengthen your BATNA before or during the negotiation
28. Which clause allows a party to terminate a contract without cause, typically with advance notice? → Termination for convenience clause
29. When should a negotiator use a 'conditional concession' rather than an unconditional one? → When you want to ensure reciprocity before giving value away
30. Which quality assurance method is most commonly applied in active listening & reframing to verify that CBN professional standards are being met? → Structured audits, peer reviews, and performance metrics aligned with industry benchmarks