CPPB TEST - DOMAIN III Questions And Answers
1. WHAT IS THE GOAL OF NEGOTIATION?: To achieve a mutual goal referred as
win-win agreement.
2. STAGES OF NEGOTIATION: 1. Planning
2. Actual Negotiation
3. Completion
3. What are the objectives of a principled Negotiation?: 1. produced a wise
agreement
2. To be efficient
3. To achieve MUTUALLY satisfactory results for all parties
4. FOUR PRINCIPLES OF NEGOTIATION: 1. Separate people from the problem
2. Create a variety of options before deciding which pursue
3. Focus on interests, not positions
4. Use objective criteria
5. Three People Elements in Negotiation: 1. Difference of Perception
2. Emotions
3. Communication ( parties should apply active listening)
6. BRAINSTORMING OPTIONS: 1. Stating the problem
2. Analyzing the problem
3. Consider general options
4. Consider specific actions
7. BATNA: best alternative to a negotiated agreement
8. STONEWALLING: 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:
a) breaking off negotiations
b) setting a deadline beyond which you will not continue if there is no evidence of
good faith negotiating
9. GOOD SAMARITAN: 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.
10. TAKE IT OR LEAVE IT: Other side has made its final offer and says it will no
longer negotiate.
Counter Tactic:
a) to continue negotiating
11. SPLITTING THE DIFFERENCE: This involves offering to cut the dollar differ-
ence in half, thus avoiding discussion of the details of the deal.
12. NICKEL AND DIME: 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.
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, CPPB TEST - DOMAIN III Questions And Answers
13. GOOD COP/BAD COP: It is used to elect feelings of sympathy and understand-
ing in order to get concessions.
Counter Tactic:
a) insist on discussing the facts of the proposal with the "good cop" just as you would
with the "bad cop"
14. PITY ME: 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
15. PIECE-BY-PIECE: 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.
16. TOTAL PACKAGE: It is used when an offer is acceptable, but one or two major
elements still need to be negotiated. This approach can avoid frustration of the
piece-by-piece tactics, but items that should be negotiated may be overlooked when
a total package is accepted.
17. REFUSAL TO NEGOTIATE: In this tactic the other side wants a concession even
to talk. You must decide if there is anything you are willing to concede just to talk.
18. STATUS: Sometimes the party negotiation might have a higher ranking than the
buyer. Don't be intimidated, the better prepared you for the negotiations, the less
status matter.
19. ESCALATING DEMANDS: Extreme demands may be made to persuade you
to lower your expectations for a final agreement. When the other side keeps raising
its demands as negotiation progresses, they are trying to get you to come to an
agreement before the demand rises again.
20. DIVIDE AND CONQUER: This is used to persuade various members of the team
to accept the opposition's position.
21. DEFENSE: This tactic tries to keep the other side on the defensive. Its tech-
niques include:
a) ignoring what is said by the other side and focusing on strengths of team
b) Attacking the adversary's weakness
c) Bluffing
d) Creating an illusion of power
22. WIN/WIN: The goal of principled negotiation is that the interests of both parties
are satisfied
23. SPIRALING AGREEMENT: Begin by reaching a minimum agreement even
though it is not related to the objectives and build, bit by bit, on this first agreement.
Set-aside approach for major issues until all minor ones are discussed
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1. WHAT IS THE GOAL OF NEGOTIATION?: To achieve a mutual goal referred as
win-win agreement.
2. STAGES OF NEGOTIATION: 1. Planning
2. Actual Negotiation
3. Completion
3. What are the objectives of a principled Negotiation?: 1. produced a wise
agreement
2. To be efficient
3. To achieve MUTUALLY satisfactory results for all parties
4. FOUR PRINCIPLES OF NEGOTIATION: 1. Separate people from the problem
2. Create a variety of options before deciding which pursue
3. Focus on interests, not positions
4. Use objective criteria
5. Three People Elements in Negotiation: 1. Difference of Perception
2. Emotions
3. Communication ( parties should apply active listening)
6. BRAINSTORMING OPTIONS: 1. Stating the problem
2. Analyzing the problem
3. Consider general options
4. Consider specific actions
7. BATNA: best alternative to a negotiated agreement
8. STONEWALLING: 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:
a) breaking off negotiations
b) setting a deadline beyond which you will not continue if there is no evidence of
good faith negotiating
9. GOOD SAMARITAN: 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.
10. TAKE IT OR LEAVE IT: Other side has made its final offer and says it will no
longer negotiate.
Counter Tactic:
a) to continue negotiating
11. SPLITTING THE DIFFERENCE: This involves offering to cut the dollar differ-
ence in half, thus avoiding discussion of the details of the deal.
12. NICKEL AND DIME: 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.
1/5
, CPPB TEST - DOMAIN III Questions And Answers
13. GOOD COP/BAD COP: It is used to elect feelings of sympathy and understand-
ing in order to get concessions.
Counter Tactic:
a) insist on discussing the facts of the proposal with the "good cop" just as you would
with the "bad cop"
14. PITY ME: 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
15. PIECE-BY-PIECE: 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.
16. TOTAL PACKAGE: It is used when an offer is acceptable, but one or two major
elements still need to be negotiated. This approach can avoid frustration of the
piece-by-piece tactics, but items that should be negotiated may be overlooked when
a total package is accepted.
17. REFUSAL TO NEGOTIATE: In this tactic the other side wants a concession even
to talk. You must decide if there is anything you are willing to concede just to talk.
18. STATUS: Sometimes the party negotiation might have a higher ranking than the
buyer. Don't be intimidated, the better prepared you for the negotiations, the less
status matter.
19. ESCALATING DEMANDS: Extreme demands may be made to persuade you
to lower your expectations for a final agreement. When the other side keeps raising
its demands as negotiation progresses, they are trying to get you to come to an
agreement before the demand rises again.
20. DIVIDE AND CONQUER: This is used to persuade various members of the team
to accept the opposition's position.
21. DEFENSE: This tactic tries to keep the other side on the defensive. Its tech-
niques include:
a) ignoring what is said by the other side and focusing on strengths of team
b) Attacking the adversary's weakness
c) Bluffing
d) Creating an illusion of power
22. WIN/WIN: The goal of principled negotiation is that the interests of both parties
are satisfied
23. SPIRALING AGREEMENT: Begin by reaching a minimum agreement even
though it is not related to the objectives and build, bit by bit, on this first agreement.
Set-aside approach for major issues until all minor ones are discussed
2/5
