CPPB UPDATED ACTUAL EXAM
QUESTIONS AND CORRECT ANSWERS
●● 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
QUESTIONS AND CORRECT ANSWERS
●● 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
