CPPB Exam Questions and Answers (Rated A+)

Procurement Technology - ANSWER-Helps accelerate business improvements 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