CPPB Exam Study Guide With Correct Answers Graded A+

Procurement Technology - Helps accelerate business improvements Results Oriented Budgeting - Attempts to link a resource allocation to performance criteria Budget Cycle - 1. Planning 2. Formalization 3. implementation 4. evaluation Procurement Cards - payment method whereby internal customers are empowered to deal directly with suppliers using a credit card Four principles of negotiation - 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 - differences of perception, emotions, communications differences of perception - it is crucial for both sides to understand the other's viewpoint emotions - negotiation can be a frustrating process communications - negotiators may not be speaking to each other, but may simply be grandstanding for their respective constituencies establish a BATNA - The Best Alternative To a Negotiated Agreement stonewalling - this occurs when one side has no intention of reaching an agreement unless there is an irresistible samaritan - 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 - 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 - when the other side has made its final offer and says it will no longer negotiate splitting the difference - this involves offering to cut the dollar difference in half, thus avoiding the discussion of the details of the deal nickel and dime - the other side wants to negotiate each and every point good/bad cop - this tactic is used to elicit feelings of sympathy and understanding in order to get concessions pity me - this tactic is designed to rely on the sense of fair play and make it hard to walk away piece-by-piece - this tactic is used to negotiate each item of a contract total package - this tactic is used when an offer is acceptable, but one or two major elements still need to be negotiated. refusal to negotiate - in this tactic the other side wants a concession even to talk