CPPB EXAM QUESTIONS WITH
VERIFIED ANSWERS
win-win options - ANSWER-an idea or suggestion in which both sides can benefit is
called a win-win option
brainstorming - ANSWER-the first step in problem solving is to come up with as
many ideas as possible
find a fair solution - ANSWER-then go through the ideas using fair criteria to see
which idea might be best
basic steps to conflict resolution - ANSWER-1. personal preparation
2. obtain agreements
3. state your initial positions/issues
4. restate each other's initial position
5. begin workin on solutions
6. summarize points of agreement and produce a solution
7. follow-up
personal preparation - ANSWER-review your agreements; be aware of your feelings.
obtain agreements - ANSWER-agree on the conflict resolution process, agree to
treat each other with respect
state your initial positions/issues - ANSWER-take turns, focus on specific incidents,
describe behavior and feelings, don't interpret the other's behavior
restate each other's initial position - ANSWER-take turns, restate what the other
said, make corrections if necessary, reflect on how you feel
begin working on solutions - ANSWER-identify underlying issues, define your
success criteria and brainstorm mutual solutions
summarize points of agreement and produce a solution - ANSWER-create a solution
that is as specific as possible, write it down, agree to maintain confidentiality, agree
to follow-up
follow-up - ANSWER-check on whether the solution is being followed, revise if
necessary and discuss what you learned
nominal group technique - ANSWER-a group decision-making technique that
focuses on generating alternatives and selecting among them by asking group
members to independently write down ideas, present them in turn, clarify them for
the group and rank them by voting privately.
stages of negotiation - ANSWER-Planning, actual negotiations, completion
,nickel and dime - ANSWER-the other side wants to negotiate each and every point
process improvement - ANSWER-increase in value resulting from a modification in
any phase of the procurement and/or supply process
Process alignment to organization goals - ANSWER-all processes, people and
resources should be aligned to business goals
Process first - ANSWER-improvement focuses on incorporating cost effective and
goal oriented processes
non-value added activities - ANSWER-generate zero or negative return on
investment
value added activities - ANSWER-increase the value of output
Customer focus - ANSWER-align processes to achieve higher customer satisfaction
benchmark regularly - ANSWER-continually and frequently determine if the costs of
performing business process outweigh the benefits
establish who owns the process - ANSWER-personal responsibility
build central points into process - ANSWER-points where customers decide if the
process is meeting current benchmarks
Standardize similar processes - ANSWER-saves time and money
make change now - ANSWER-change process should be done immediately
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
defense - ANSWER-this tactic tries to keep the other side on the defensive
negotiation tactics - ANSWER-win/win, spiraling agreements, changing of position,
gathering information, making the cake bigger
win/win - ANSWER-the goal of principled negotiation is that the interests of both
parties are satisfied
spiraling agreements - ANSWER-begin by reaching a minimum agreement even
though it is not related to the objectives and build, bit by bit, on this first agreement
changing of position - ANSWER-formulate the proposals in a different way, without
changing the final result
gathering information - ANSWER-ask for information from the other party to clarify
their position
making the cake bigger - ANSWER-offer alternatives that may be agreeable to the
other party, without changing the terms
four activities of a price analysis - ANSWER-1. review the competitive prices offered
2. compare with catalog or published price data
3. compare with historical prices
4. obtain data from other jurisdictions that have procured the same product or
service
Conflict resolution - ANSWER-mediation, arbitration, litigation
mediation - ANSWER-a voluntary, flexible technique used to resolve disputes
arbitration - ANSWER-a process by which a dispute between parties is presented to
one or more disinterested parties for a decision whose decision the contending
parties agree to accept with no further appear process.
litigation - ANSWER-a process by which one party to a contract brings suit against
the other party in a court of law
VERIFIED ANSWERS
win-win options - ANSWER-an idea or suggestion in which both sides can benefit is
called a win-win option
brainstorming - ANSWER-the first step in problem solving is to come up with as
many ideas as possible
find a fair solution - ANSWER-then go through the ideas using fair criteria to see
which idea might be best
basic steps to conflict resolution - ANSWER-1. personal preparation
2. obtain agreements
3. state your initial positions/issues
4. restate each other's initial position
5. begin workin on solutions
6. summarize points of agreement and produce a solution
7. follow-up
personal preparation - ANSWER-review your agreements; be aware of your feelings.
obtain agreements - ANSWER-agree on the conflict resolution process, agree to
treat each other with respect
state your initial positions/issues - ANSWER-take turns, focus on specific incidents,
describe behavior and feelings, don't interpret the other's behavior
restate each other's initial position - ANSWER-take turns, restate what the other
said, make corrections if necessary, reflect on how you feel
begin working on solutions - ANSWER-identify underlying issues, define your
success criteria and brainstorm mutual solutions
summarize points of agreement and produce a solution - ANSWER-create a solution
that is as specific as possible, write it down, agree to maintain confidentiality, agree
to follow-up
follow-up - ANSWER-check on whether the solution is being followed, revise if
necessary and discuss what you learned
nominal group technique - ANSWER-a group decision-making technique that
focuses on generating alternatives and selecting among them by asking group
members to independently write down ideas, present them in turn, clarify them for
the group and rank them by voting privately.
stages of negotiation - ANSWER-Planning, actual negotiations, completion
,nickel and dime - ANSWER-the other side wants to negotiate each and every point
process improvement - ANSWER-increase in value resulting from a modification in
any phase of the procurement and/or supply process
Process alignment to organization goals - ANSWER-all processes, people and
resources should be aligned to business goals
Process first - ANSWER-improvement focuses on incorporating cost effective and
goal oriented processes
non-value added activities - ANSWER-generate zero or negative return on
investment
value added activities - ANSWER-increase the value of output
Customer focus - ANSWER-align processes to achieve higher customer satisfaction
benchmark regularly - ANSWER-continually and frequently determine if the costs of
performing business process outweigh the benefits
establish who owns the process - ANSWER-personal responsibility
build central points into process - ANSWER-points where customers decide if the
process is meeting current benchmarks
Standardize similar processes - ANSWER-saves time and money
make change now - ANSWER-change process should be done immediately
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
defense - ANSWER-this tactic tries to keep the other side on the defensive
negotiation tactics - ANSWER-win/win, spiraling agreements, changing of position,
gathering information, making the cake bigger
win/win - ANSWER-the goal of principled negotiation is that the interests of both
parties are satisfied
spiraling agreements - ANSWER-begin by reaching a minimum agreement even
though it is not related to the objectives and build, bit by bit, on this first agreement
changing of position - ANSWER-formulate the proposals in a different way, without
changing the final result
gathering information - ANSWER-ask for information from the other party to clarify
their position
making the cake bigger - ANSWER-offer alternatives that may be agreeable to the
other party, without changing the terms
four activities of a price analysis - ANSWER-1. review the competitive prices offered
2. compare with catalog or published price data
3. compare with historical prices
4. obtain data from other jurisdictions that have procured the same product or
service
Conflict resolution - ANSWER-mediation, arbitration, litigation
mediation - ANSWER-a voluntary, flexible technique used to resolve disputes
arbitration - ANSWER-a process by which a dispute between parties is presented to
one or more disinterested parties for a decision whose decision the contending
parties agree to accept with no further appear process.
litigation - ANSWER-a process by which one party to a contract brings suit against
the other party in a court of law
