CPPB TEST - DOMAIN III QUESTIONS
& ANSWERS8
WHAT IS THE GOAL OF NEGOTIATION? - ANSWERS-To achieve a mutual goal referred as win-win
agreement.
STAGES OF NEGOTIATION - ANSWERS-1. Planning
2. Actual Negotiation
3. Completion
What are the objectives of a principled Negotiation? - ANSWERS-1. produced a wise agreement
2. To be efficient
3. To achieve MUTUALLY satisfactory results for all parties
FOUR PRINCIPLES OF NEGOTIATION - ANSWERS-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 - ANSWERS-1. Difference of Perception
2. Emotions
3. Communication ( parties should apply active listening)
BRAINSTORMING OPTIONS - ANSWERS-1. Stating the problem
2. Analyzing the problem
, 3. Consider general options
4. Consider specific actions
BATNA - ANSWERS-best alternative to a negotiated agreement
STONEWALLING - ANSWERS-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 - ANSWERS-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 - ANSWERS-Other side has made its final offer and says it will no longer
negotiate.
Counter Tactic:
a) to continue negotiating
SPLITTING THE DIFFERENCE - ANSWERS-This involves offering to cut the dollar difference in half,
thus avoiding discussion of the details of the deal.
NICKEL AND DIME - ANSWERS-The other side wants to negotiate each and every point. While
this tactic may narrow disagreements, it makes it harder to reach a final agreement.
GOOD COP/BAD COP - ANSWERS-It is used to elect feelings of sympathy and understanding in
order to get concessions.
& ANSWERS8
WHAT IS THE GOAL OF NEGOTIATION? - ANSWERS-To achieve a mutual goal referred as win-win
agreement.
STAGES OF NEGOTIATION - ANSWERS-1. Planning
2. Actual Negotiation
3. Completion
What are the objectives of a principled Negotiation? - ANSWERS-1. produced a wise agreement
2. To be efficient
3. To achieve MUTUALLY satisfactory results for all parties
FOUR PRINCIPLES OF NEGOTIATION - ANSWERS-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 - ANSWERS-1. Difference of Perception
2. Emotions
3. Communication ( parties should apply active listening)
BRAINSTORMING OPTIONS - ANSWERS-1. Stating the problem
2. Analyzing the problem
, 3. Consider general options
4. Consider specific actions
BATNA - ANSWERS-best alternative to a negotiated agreement
STONEWALLING - ANSWERS-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 - ANSWERS-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 - ANSWERS-Other side has made its final offer and says it will no longer
negotiate.
Counter Tactic:
a) to continue negotiating
SPLITTING THE DIFFERENCE - ANSWERS-This involves offering to cut the dollar difference in half,
thus avoiding discussion of the details of the deal.
NICKEL AND DIME - ANSWERS-The other side wants to negotiate each and every point. While
this tactic may narrow disagreements, it makes it harder to reach a final agreement.
GOOD COP/BAD COP - ANSWERS-It is used to elect feelings of sympathy and understanding in
order to get concessions.
