CPPB TEST - DOMAIN III 2024 QUESTIONS AND

CPPB TEST - DOMAIN III 2024 QUESTIONS AND

ANSWERS GRADED A+

WHAT IS THE GOAL OF NEGOTIATION? - Correct Answer To achieve a mutual goal referred as win-win agreement.STAGES OF NEGOTIATION - Correct Answer 1. Planning

• Actual Negotiation
• Completion

What are the objectives of a principled Negotiation? - Correct Answer 1. produced a wise agreement

• To be efficient
• To achieve MUTUALLY satisfactory results for all parties

FOUR PRINCIPLES OF NEGOTIATION - Correct Answer 1. Separate people from the problem

• Create a variety of options before deciding which pursue
• Focus on interests, not positions
• Use objective criteria

Three People Elements in Negotiation - Correct Answer 1. Difference of Perception

• Emotions
• Communication ( parties should apply active listening)

BRAINSTORMING OPTIONS - Correct Answer 1. Stating the problem

• Analyzing the problem
• Consider general options
• Consider specific actions

BATNA - Correct Answer best alternative to a negotiated agreement 1 / 2

STONEWALLING - Correct Answer It is used to frustrate the opposition party and induce it to make a better offer in the hope of reaching agreement or make a negotiation error.

Counter tactics:

• breaking off negotiations
• setting a deadline beyond which you will not continue if there is no evidence of good faith negotiating

GOOD SAMARITAN - Correct Answer The other side acts as if it is doing you a favor or making a great sacrifice with its offer in order to put you off guard and persuade you to accept it without determining whether it is actually in your best interest.TAKE IT OR LEAVE IT - Correct Answer Other side has made its final offer and says it will no longer negotiate.

Counter Tactic:

• to continue negotiating

SPLITTING THE DIFFERENCE - Correct Answer This involves offering to cut the dollar difference in half, thus avoiding discussion of the details of the deal.NICKEL AND DIME - Correct Answer The other side wants to negotiate each and every point. While this tactic may narrow disagreements, it makes it harder to reach a final agreement.GOOD COP/BAD COP - Correct Answer It is used to elect feelings of sympathy and understanding in order to get concessions.

Counter Tactic:

• insist on discussing the facts of the proposal with the "good cop" just as you would with the "bad cop"

PITY ME - Correct Answer Designed to rely on the sense of fair play and to make it hard to walk away.

Counter Tactic:

a) Keep insisting in discussing facts rather than emotions

PIECE-BY-PIECE - Correct Answer It is used to negotiate each item of the contract. It increases the time needed to reach an agreement and also increase the likelihood that the negotiations will break down.

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