CPPB FULL PREP 436 QUESTIONS WITH
COMPLETE SOLUTIONS 2026 GRADED A+
⩥Results Oriented Budgeting.
Answer: Attempts to link a resource allocation to performance criteria
⩥Budget Cycle.
Answer: 1. Planning 2. Formalization 3. implementation 4. evaluation
⩥Procurement Cards.
Answer: payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
⩥Four principles of negotiation.
Answer: 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.
Answer: differences of perception, emotions, communications
,⩥differences of perception.
Answer: it is crucial for both sides to understand the other's viewpoint
⩥emotions.
Answer: negotiation can be a frustrating process
⩥communications.
Answer: negotiators may not be speaking to each other, but may simply
be grandstanding for their respective constituencies
⩥establish a BATNA.
Answer: The Best Alternative To a Negotiated Agreement
⩥stonewalling.
Answer: this occurs when one side has no intention of reaching an
agreement unless there is an irresistible offer.
⩥good samaritan.
Answer: 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.
,Answer: 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.
Answer: when the other side has made its final offer and says it will no
longer negotiate
⩥splitting the difference.
Answer: this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
⩥nickel and dime.
Answer: the other side wants to negotiate each and every point
⩥good/bad cop.
Answer: this tactic is used to elicit feelings of sympathy and
understanding in order to get concessions
⩥pity me.
Answer: this tactic is designed to rely on the sense of fair play and make
it hard to walk away
, ⩥piece-by-piece.
Answer: this tactic is used to negotiate each item of a contract
⩥total package.
Answer: this tactic is used when an offer is acceptable, but one or two
major elements still need to be negotiated.
⩥refusal to negotiate.
Answer: in this tactic the other side wants a concession even to talk
⩥status.
Answer: 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.
Answer: extreme demands may be made to persuade you to lower your
expectations for a final agreement.
⩥divide and conquer.
Answer: this is used to persuade various members of the team to accept
the opposition's position
COMPLETE SOLUTIONS 2026 GRADED A+
⩥Results Oriented Budgeting.
Answer: Attempts to link a resource allocation to performance criteria
⩥Budget Cycle.
Answer: 1. Planning 2. Formalization 3. implementation 4. evaluation
⩥Procurement Cards.
Answer: payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
⩥Four principles of negotiation.
Answer: 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.
Answer: differences of perception, emotions, communications
,⩥differences of perception.
Answer: it is crucial for both sides to understand the other's viewpoint
⩥emotions.
Answer: negotiation can be a frustrating process
⩥communications.
Answer: negotiators may not be speaking to each other, but may simply
be grandstanding for their respective constituencies
⩥establish a BATNA.
Answer: The Best Alternative To a Negotiated Agreement
⩥stonewalling.
Answer: this occurs when one side has no intention of reaching an
agreement unless there is an irresistible offer.
⩥good samaritan.
Answer: 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.
,Answer: 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.
Answer: when the other side has made its final offer and says it will no
longer negotiate
⩥splitting the difference.
Answer: this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
⩥nickel and dime.
Answer: the other side wants to negotiate each and every point
⩥good/bad cop.
Answer: this tactic is used to elicit feelings of sympathy and
understanding in order to get concessions
⩥pity me.
Answer: this tactic is designed to rely on the sense of fair play and make
it hard to walk away
, ⩥piece-by-piece.
Answer: this tactic is used to negotiate each item of a contract
⩥total package.
Answer: this tactic is used when an offer is acceptable, but one or two
major elements still need to be negotiated.
⩥refusal to negotiate.
Answer: in this tactic the other side wants a concession even to talk
⩥status.
Answer: 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.
Answer: extreme demands may be made to persuade you to lower your
expectations for a final agreement.
⩥divide and conquer.
Answer: this is used to persuade various members of the team to accept
the opposition's position
