CPPB EXAM QUESTIONS AND
ANSWERS 2026 VERIFIED.
Procurement Technology - ANS Helps accelerate business improvements
Results Oriented Budgeting - ANS Attempts to link a resource allocation to performance
criteria
Budget Cycle - ANS 1. Planning 2. Formalization 3. implementation 4. evaluation
Procurement Cards - ANS payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
Four principles of negotiation - ANS 1. separate people from the problem
2. create a variety of options before deciding which to pursue
3. focus on interests, not positions
4. use objective criteria
people elements to negotiation - ANS differences of perception, emotions, communications
differences of perception - ANS it is crucial for both sides to understand the other's viewpoint
@COPYRIGHT ALL RIGHTS RESERVED PAGE 1 OF 40
,emotions - ANS negotiation can be a frustrating process
communications - ANS negotiators may not be speaking to each other, but may simply be
grandstanding for their respective constituencies
establish a BATNA - ANS The Best Alternative To a Negotiated Agreement
stonewalling - ANS this occurs when one side has no intention of reaching an agreement
unless there is an irresistible offer.
good samaritan - ANS the other side is using this technique when it 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
opposition negotiation tactics - ANS stonewalling, good samaritan, take it or leave it, splitting
the difference, nickel and dime, good/bad cop, pity me, piece-by-piece, total package, refusal to
negotiate, status, escalating demands, divide and conquer, defense, win/win
take it or leave it - ANS when the other side has made its final offer and says it will no longer
negotiate
splitting the difference - ANS this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
nickel and dime - ANS the other side wants to negotiate each and every point
@COPYRIGHT ALL RIGHTS RESERVED PAGE 2 OF 40
,good/bad cop - ANS this tactic is used to elicit feelings of sympathy and understanding in
order to get concessions
pity me - ANS this tactic is designed to rely on the sense of fair play and make it hard to walk
away
piece-by-piece - ANS this tactic is used to negotiate each item of a contract
total package - ANS this tactic is used when an offer is acceptable, but one or two major
elements still need to be negotiated.
refusal to negotiate - ANS in this tactic the other side wants a concession even to talk
status - ANS sometimes the party you are negotiating with is perceived to have a higher
status, such as when the president of a company personally negotiates with a buyer.
escalating demands - ANS extreme demands may be made to persuade you to lower your
expectations for a final agreement.
divide and conquer - ANS this is used to persuade various members of the team to accept the
opposition's position
defense - ANS this tactic tries to keep the other side on the defensive
negotiation tactics - ANS win/win, spiraling agreements, changing of position, gathering
information, making the cake bigger
@COPYRIGHT ALL RIGHTS RESERVED PAGE 3 OF 40
, win/win - ANS the goal of principled negotiation is that the interests of both parties are
satisfied
spiraling agreements - ANS begin by reaching a minimum agreement even though it is not
related to the objectives and build, bit by bit, on this first agreement
changing of position - ANS formulate the proposals in a different way, without changing the
final result
gathering information - ANS ask for information from the other party to clarify their position
making the cake bigger - ANS offer alternatives that may be agreeable to the other party,
without changing the terms
four activities of a price analysis - ANS 1. review the competitive prices offered
2. compare with catalog or published price data
3. compare with historical prices
4. obtain data from other jurisdictions that have procured the same product or service
Conflict resolution - ANS mediation, arbitration, litigation
mediation - ANS a voluntary, flexible technique used to resolve disputes
arbitration - ANS a process by which a dispute between parties is presented to one or more
disinterested parties for a decision whose decision the contending parties agree to accept with
no further appear process.
@COPYRIGHT ALL RIGHTS RESERVED PAGE 4 OF 40
ANSWERS 2026 VERIFIED.
Procurement Technology - ANS Helps accelerate business improvements
Results Oriented Budgeting - ANS Attempts to link a resource allocation to performance
criteria
Budget Cycle - ANS 1. Planning 2. Formalization 3. implementation 4. evaluation
Procurement Cards - ANS payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
Four principles of negotiation - ANS 1. separate people from the problem
2. create a variety of options before deciding which to pursue
3. focus on interests, not positions
4. use objective criteria
people elements to negotiation - ANS differences of perception, emotions, communications
differences of perception - ANS it is crucial for both sides to understand the other's viewpoint
@COPYRIGHT ALL RIGHTS RESERVED PAGE 1 OF 40
,emotions - ANS negotiation can be a frustrating process
communications - ANS negotiators may not be speaking to each other, but may simply be
grandstanding for their respective constituencies
establish a BATNA - ANS The Best Alternative To a Negotiated Agreement
stonewalling - ANS this occurs when one side has no intention of reaching an agreement
unless there is an irresistible offer.
good samaritan - ANS the other side is using this technique when it 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
opposition negotiation tactics - ANS stonewalling, good samaritan, take it or leave it, splitting
the difference, nickel and dime, good/bad cop, pity me, piece-by-piece, total package, refusal to
negotiate, status, escalating demands, divide and conquer, defense, win/win
take it or leave it - ANS when the other side has made its final offer and says it will no longer
negotiate
splitting the difference - ANS this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
nickel and dime - ANS the other side wants to negotiate each and every point
@COPYRIGHT ALL RIGHTS RESERVED PAGE 2 OF 40
,good/bad cop - ANS this tactic is used to elicit feelings of sympathy and understanding in
order to get concessions
pity me - ANS this tactic is designed to rely on the sense of fair play and make it hard to walk
away
piece-by-piece - ANS this tactic is used to negotiate each item of a contract
total package - ANS this tactic is used when an offer is acceptable, but one or two major
elements still need to be negotiated.
refusal to negotiate - ANS in this tactic the other side wants a concession even to talk
status - ANS sometimes the party you are negotiating with is perceived to have a higher
status, such as when the president of a company personally negotiates with a buyer.
escalating demands - ANS extreme demands may be made to persuade you to lower your
expectations for a final agreement.
divide and conquer - ANS this is used to persuade various members of the team to accept the
opposition's position
defense - ANS this tactic tries to keep the other side on the defensive
negotiation tactics - ANS win/win, spiraling agreements, changing of position, gathering
information, making the cake bigger
@COPYRIGHT ALL RIGHTS RESERVED PAGE 3 OF 40
, win/win - ANS the goal of principled negotiation is that the interests of both parties are
satisfied
spiraling agreements - ANS begin by reaching a minimum agreement even though it is not
related to the objectives and build, bit by bit, on this first agreement
changing of position - ANS formulate the proposals in a different way, without changing the
final result
gathering information - ANS ask for information from the other party to clarify their position
making the cake bigger - ANS offer alternatives that may be agreeable to the other party,
without changing the terms
four activities of a price analysis - ANS 1. review the competitive prices offered
2. compare with catalog or published price data
3. compare with historical prices
4. obtain data from other jurisdictions that have procured the same product or service
Conflict resolution - ANS mediation, arbitration, litigation
mediation - ANS a voluntary, flexible technique used to resolve disputes
arbitration - ANS a process by which a dispute between parties is presented to one or more
disinterested parties for a decision whose decision the contending parties agree to accept with
no further appear process.
@COPYRIGHT ALL RIGHTS RESERVED PAGE 4 OF 40
