CPPB TEST - DOMAIN III with complete Solutions |Latest 2024/2025

CPPB TEST - DOMAIN III with complete Solutions. WHAT IS THE GOAL OF NEGOTIATION? ️ To achieve a mutual goal referred as win-win agreement. STAGES OF NEGOTIATION ️ 1. Planning 2. Actual Negotiation 3. Completion 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 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 Three People Elements in Negotiation ️ 1. Difference of Perception 2. Emotions 3. Communication ( parties should apply active listening) BRAINSTORMING OPTIONS ️ 1. Stating the problem 2. Analyzing the problem 3. Consider general options 4. Consider specific actions BATNA ️ best alternative to a negotiated agreement 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 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. 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