CPPB TEST - DOMAIN III QUESTIONS
AND ANSWERS
CHANGING POSITIONS - ANSWER-Formulate 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
COMMON PITFALLS IN NEGOTIATION - ANSWER-1) Not thinking of both parties
interest
2) Having only one plan and desired outcome when going into a negotiation
3) Bullying and seeing the situation as win/lose
4) Deciding too quick on an issue
5) Interrupting and not truly listening to the other side
CONFLICT RESOLUTION - ANSWER-Promotes positive outcomes and minimize
the negative outcomes.
MEDIATION - ANSWER-A voluntary, flexible technique used to resolve dispute. The
contracting parties present their positions to a mediator who then works with them in
negotiating a settlement.
ARBITRATION - ANSWER-A process by which a dispute between parties is
presented to one or more desinterested parties (arbitrators or neutrals) for a decision
whose decision the contending parties agree to accept with no further appeal to
process also known as binding arbitration.
LITIGATION - ANSWER-A process by which one party to a contract brings suit
against the other party in a court of law.
THIRD-PARTY INTERVENTION - ANSWER-Resolution method which is direct
between the parties with opposing views is negotiation.
GENERAL CONFLICT RESOLUTION SKILLS - ANSWER-1- Communication
2- Listening
3- Summarize
4- Clarify
5- Good speaking Skills
6- Communication side-trackers
7- Win-Win Options
8- Brainstorming
9- Find a fair solution
BASIC STEPS TO CONFLICT RESOLUTIONS - ANSWER-1- Personal Preparation
, 2- Obtain Agreements
3-State your initial positions/issues
4- Restate each other's initial position
5- Begin working on solution
6- Summarize points of agreement and produce a solution
7- Follow-up
NOMINAL GROUP TECHNIQUE - ANSWER-A decision-making technique in which
group members write down ideas and solutions, read their suggestions to the whole
group, and discuss and then rank the alternatives.
PLANNING FOR NEGOTIATION - ANSWER-This phase involves gaining technical
understanding of what is being negotiated and analyzing each side's negotiation
position.
70/30 rule. 70% preparation/30% implementation
GOOD COP/BAD COP - ANSWER-It is used to elect feelings of sympathy and
understanding in order to get concessions.
Counter Tactic:
a) insist on discussing the facts of the proposal with the "good cop" just as you would
with the "bad cop"
PITY ME - ANSWER-Designed to rely on the sense of fair play and to make it hard
to walk away.
Counter Tactic:
a) Keep insisting in discussing facts rather than emotions
PIECE-BY-PIECE - ANSWER-It is used to negotiate each item of the contract. It
increases the time needed to reach an agreement and also increase the likelihood
that the negotiations will break down.
TOTAL PACKAGE - ANSWER-It is used when an offer is acceptable, but one or two
major elements still need to be negotiated. This approach can avoid frustration of the
piece-by-piece tactics, but items that should be negotiated may be overlooked when
a total package is accepted.
REFUSAL TO NEGOTIATE - ANSWER-In this tactic the other side wants a
concession even to talk. You must decide if there is anything you are willing to
concede just to talk.
STATUS - ANSWER-Sometimes the party negotiation might have a higher ranking
than the buyer. Don't be intimidated, the better prepared you for the negotiations, the
less status matter.
ESCALATING DEMANDS - ANSWER-Extreme demands may be made to persuade
you to lower your expectations for a final agreement. When the other side keeps
raising its demands as negotiation progresses, they are trying to get you to come to
an agreement before the demand rises again.
AND ANSWERS
CHANGING POSITIONS - ANSWER-Formulate 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
COMMON PITFALLS IN NEGOTIATION - ANSWER-1) Not thinking of both parties
interest
2) Having only one plan and desired outcome when going into a negotiation
3) Bullying and seeing the situation as win/lose
4) Deciding too quick on an issue
5) Interrupting and not truly listening to the other side
CONFLICT RESOLUTION - ANSWER-Promotes positive outcomes and minimize
the negative outcomes.
MEDIATION - ANSWER-A voluntary, flexible technique used to resolve dispute. The
contracting parties present their positions to a mediator who then works with them in
negotiating a settlement.
ARBITRATION - ANSWER-A process by which a dispute between parties is
presented to one or more desinterested parties (arbitrators or neutrals) for a decision
whose decision the contending parties agree to accept with no further appeal to
process also known as binding arbitration.
LITIGATION - ANSWER-A process by which one party to a contract brings suit
against the other party in a court of law.
THIRD-PARTY INTERVENTION - ANSWER-Resolution method which is direct
between the parties with opposing views is negotiation.
GENERAL CONFLICT RESOLUTION SKILLS - ANSWER-1- Communication
2- Listening
3- Summarize
4- Clarify
5- Good speaking Skills
6- Communication side-trackers
7- Win-Win Options
8- Brainstorming
9- Find a fair solution
BASIC STEPS TO CONFLICT RESOLUTIONS - ANSWER-1- Personal Preparation
, 2- Obtain Agreements
3-State your initial positions/issues
4- Restate each other's initial position
5- Begin working on solution
6- Summarize points of agreement and produce a solution
7- Follow-up
NOMINAL GROUP TECHNIQUE - ANSWER-A decision-making technique in which
group members write down ideas and solutions, read their suggestions to the whole
group, and discuss and then rank the alternatives.
PLANNING FOR NEGOTIATION - ANSWER-This phase involves gaining technical
understanding of what is being negotiated and analyzing each side's negotiation
position.
70/30 rule. 70% preparation/30% implementation
GOOD COP/BAD COP - ANSWER-It is used to elect feelings of sympathy and
understanding in order to get concessions.
Counter Tactic:
a) insist on discussing the facts of the proposal with the "good cop" just as you would
with the "bad cop"
PITY ME - ANSWER-Designed to rely on the sense of fair play and to make it hard
to walk away.
Counter Tactic:
a) Keep insisting in discussing facts rather than emotions
PIECE-BY-PIECE - ANSWER-It is used to negotiate each item of the contract. It
increases the time needed to reach an agreement and also increase the likelihood
that the negotiations will break down.
TOTAL PACKAGE - ANSWER-It is used when an offer is acceptable, but one or two
major elements still need to be negotiated. This approach can avoid frustration of the
piece-by-piece tactics, but items that should be negotiated may be overlooked when
a total package is accepted.
REFUSAL TO NEGOTIATE - ANSWER-In this tactic the other side wants a
concession even to talk. You must decide if there is anything you are willing to
concede just to talk.
STATUS - ANSWER-Sometimes the party negotiation might have a higher ranking
than the buyer. Don't be intimidated, the better prepared you for the negotiations, the
less status matter.
ESCALATING DEMANDS - ANSWER-Extreme demands may be made to persuade
you to lower your expectations for a final agreement. When the other side keeps
raising its demands as negotiation progresses, they are trying to get you to come to
an agreement before the demand rises again.
