CPPB TEST - DOMAIN III with 100% correct answers 2024

WHAT IS THE GOAL OF NEGOTIATION? correct answersTo achieve a mutual goal referred as win-win agreement. STAGES OF NEGOTIATION correct answers1. Planning 2. Actual Negotiation 3. Completion What are the objectives of a principled Negotiation? correct answers1. produced a wise agreement 2. To be efficient 3. To achieve MUTUALLY satisfactory results for all parties FOUR PRINCIPLES OF NEGOTIATION correct answers1. 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 correct answers1. Difference of Perception 2. Emotions 3. Communication ( parties should apply active listening) BRAINSTORMING OPTIONS correct answers1. Stating the problem 2. Analyzing the problem 3. Consider general options 4. Consider specific actions BATNA correct answersbest alternative to a negotiated agreement STONEWALLING correct answersIt 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 correct answersThe 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 correct answersOther side has made its final offer and says it will no longer negotiate.