CPPB EXAM – 376 QUESTIONS WITH
CORRECT ANSWERS 2024-2025
Procurement Technology - ANSWER: Helps speed business improvements.
Results-Oriented Budgeting - Attempts to link a resource allocation to
performance criteria.
Budget Cycle: ANSWER 1. Planning 2. Formalization: 3. Implementation 4.
Evaluation
Procurement Cards - A payment option that allows internal customers to engage
directly with suppliers using a credit card.
Four principles of negotiating - ANSWER 1. Separate individuals from the
problem.
2. Create several possibilities before picking which one to pursue.
3. Focus on interests, not positions.
4. Use objective criteria.
People factors to negotiation - ANSWER variations in perception, feelings, and
communication
Differences in perception - ANSWER both parties must comprehend the other's
perspective.
,Emotions - Negotiation may be a frustrating procedure.
Communication - ANSWER negotiators may not communicate to each other,
but may merely be grandstanding for their respective constituents.
Establish a BATNA (Best Alternative To a Negotiated Agreement).
ANSWER: Stonewalling occurs when one side refuses to negotiate an
agreement unless an enticing offer is presented.
Good Samaritan - ANSWER The other side uses this tactic when it acts as if it
is doing you a favor or making a huge sacrifice with its offer in attempt to catch
you off guard and urge you to accept it.
ANSWER stonewalling, good samaritan, take it or leave it, splitting the
difference, nickel and dime, good/bad cop, pity me, piece-by-piece, entire
package, unwillingness to bargain, status, escalating demands, divide and
conquer, defense, win/win.
ANSWER when the other party has made its final offer and indicates it will no
longer negotiate.
Splitting the difference - ANSWER This entails offering to cut the dollar
difference in half, thus bypassing the discussion of the deal's terms.
Nickel and dime - ANSWER The other side wants to discuss every point.
,ANSWER: This approach is intended to evoke feelings of sympathy and
empathy in order to gain concessions.
Pity me - ANSWER: This strategy is aimed to rely on the sense of fair play and
make it difficult to walk away.
ANSWER: This strategy is used to negotiate each component of a contract.
entire package - ANSWER This strategy is employed when an offer is
acceptable but one or two significant components need to be negotiated.
reluctance to negotiate - ANSWER With this technique, the opposite side seeks
a concession only to discuss.
status - ANSWER: Sometimes the party you are negotiating with is regarded to
have a greater status, such as when a company's president personally negotiates
with a buyer.
Escalating demands - ANSWER: Extreme demands may be made to persuade
you to lessen your expectations for a final agreement.
divide and conquer - ANSWER This is utilized to persuade various members of
the team to accept the opposing position.
defense - ANSWER This approach aims to keep the opposing side on the
defensive.
, negotiating methods - ANSWER win-win, spiraling agreements, changing
positions, gathering information, making the cake bigger.
ANSWER: The purpose of principled negotiation is to satisfy both sides'
interests.
escalating agreements - ANSWER Begin by reaching a minimum agreement,
even if it is unrelated to the aims, and gradually build on this first agreement.
Changing positions - ANSWER formulate the suggestions in a different way,
without changing the eventual result.
Gathering information - ANSWER request information from the other side to
clarify their stance.
Making the cake bigger - ANSWER propose options that may be acceptable to
the other side, without affecting the parameters.
ANSWER 1: Four Price Analysis Activities. Review the competitive prices
offered.
2. compare to catalog or public price info.
3. compare to previous prices.
4. Obtain information from other jurisdictions that have purchased the same
product or service.
cross-functional team - ANSWER represent a variety of functions and levels in
the organization but share a common aim, and their combined efforts are needed
to achieve that goal.
CORRECT ANSWERS 2024-2025
Procurement Technology - ANSWER: Helps speed business improvements.
Results-Oriented Budgeting - Attempts to link a resource allocation to
performance criteria.
Budget Cycle: ANSWER 1. Planning 2. Formalization: 3. Implementation 4.
Evaluation
Procurement Cards - A payment option that allows internal customers to engage
directly with suppliers using a credit card.
Four principles of negotiating - ANSWER 1. Separate individuals from the
problem.
2. Create several possibilities before picking which one to pursue.
3. Focus on interests, not positions.
4. Use objective criteria.
People factors to negotiation - ANSWER variations in perception, feelings, and
communication
Differences in perception - ANSWER both parties must comprehend the other's
perspective.
,Emotions - Negotiation may be a frustrating procedure.
Communication - ANSWER negotiators may not communicate to each other,
but may merely be grandstanding for their respective constituents.
Establish a BATNA (Best Alternative To a Negotiated Agreement).
ANSWER: Stonewalling occurs when one side refuses to negotiate an
agreement unless an enticing offer is presented.
Good Samaritan - ANSWER The other side uses this tactic when it acts as if it
is doing you a favor or making a huge sacrifice with its offer in attempt to catch
you off guard and urge you to accept it.
ANSWER stonewalling, good samaritan, take it or leave it, splitting the
difference, nickel and dime, good/bad cop, pity me, piece-by-piece, entire
package, unwillingness to bargain, status, escalating demands, divide and
conquer, defense, win/win.
ANSWER when the other party has made its final offer and indicates it will no
longer negotiate.
Splitting the difference - ANSWER This entails offering to cut the dollar
difference in half, thus bypassing the discussion of the deal's terms.
Nickel and dime - ANSWER The other side wants to discuss every point.
,ANSWER: This approach is intended to evoke feelings of sympathy and
empathy in order to gain concessions.
Pity me - ANSWER: This strategy is aimed to rely on the sense of fair play and
make it difficult to walk away.
ANSWER: This strategy is used to negotiate each component of a contract.
entire package - ANSWER This strategy is employed when an offer is
acceptable but one or two significant components need to be negotiated.
reluctance to negotiate - ANSWER With this technique, the opposite side seeks
a concession only to discuss.
status - ANSWER: Sometimes the party you are negotiating with is regarded to
have a greater status, such as when a company's president personally negotiates
with a buyer.
Escalating demands - ANSWER: Extreme demands may be made to persuade
you to lessen your expectations for a final agreement.
divide and conquer - ANSWER This is utilized to persuade various members of
the team to accept the opposing position.
defense - ANSWER This approach aims to keep the opposing side on the
defensive.
, negotiating methods - ANSWER win-win, spiraling agreements, changing
positions, gathering information, making the cake bigger.
ANSWER: The purpose of principled negotiation is to satisfy both sides'
interests.
escalating agreements - ANSWER Begin by reaching a minimum agreement,
even if it is unrelated to the aims, and gradually build on this first agreement.
Changing positions - ANSWER formulate the suggestions in a different way,
without changing the eventual result.
Gathering information - ANSWER request information from the other side to
clarify their stance.
Making the cake bigger - ANSWER propose options that may be acceptable to
the other side, without affecting the parameters.
ANSWER 1: Four Price Analysis Activities. Review the competitive prices
offered.
2. compare to catalog or public price info.
3. compare to previous prices.
4. Obtain information from other jurisdictions that have purchased the same
product or service.
cross-functional team - ANSWER represent a variety of functions and levels in
the organization but share a common aim, and their combined efforts are needed
to achieve that goal.
