CPPB TEST - DOMAIN III Questions With Verified Answers

WHAT IS THE GOAL OF NEGOTIATION? - Answer To achieve a mutual goal referred as win-win agreement. STAGES OF NEGOTIATION - Answer 1. Planning 2. Actual Negotiation 3. Completion What are the objectives of a principled Negotiation? - Answer 1. produced a wise agreement 2. To be efficient 3. To achieve MUTUALLY satisfactory results for all parties FOUR PRINCIPLES OF NEGOTIATION - Answer 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 - Answer 1. Difference of Perception 2. Emotions 3. Communication ( parties should apply active listening) BRAINSTORMING OPTIONS - Answer 1. Stating the problem 2. Analyzing the problem 3. Consider general options 4. Consider specific actions BATNA - Answer best alternative to a negotiated agreement STONEWALLING - Answer 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 - Answer 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 - Answer Other side has made its final offer and says it will no longer negotiate. Counter Tactic: a) to continue negotiating SPLITTING THE DIFFERENCE - Answer This involves offering to cut the dollar difference in half, thus avoiding discussion of the details of the deal. NICKEL AND DIME - Answer 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 - 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.