CPPB EXAM PREP LATEST 2024/2025 WITH ACTUAL
QUESTIONS AND CORRECT VERIFIED (DETAILED)
ANSWERS/ALREADY GRADED A
Procurement Technology - (answers)Helps accelerate business improvements
Results Oriented Budgeting - (answers)Attempts to link a resource allocation to performance
criteria
Budget Cycle - (answers)1. Planning 2. Formalization 3. implementation 4. evaluation
Procurement Cards - (answers)payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
Four principles of negotiation - (answers)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 - (answers)differences of perception, emotions, communications
differences of perception - (answers)it is crucial for both sides to understand the other's
viewpoint
,emotions - (answers)negotiation can be a frustrating process
communications - (answers)negotiators may not be speaking to each other, but may simply be
grandstanding for their respective constituencies
establish a BATNA - (answers)The Best Alternative To a Negotiated Agreement
stonewalling - (answers)this occurs when one side has no intention of reaching an agreement
unless there is an irresistible offer.
good samaritan - (answers)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 - (answers)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 - (answers)when the other side has made its final offer and says it will no
longer negotiate
splitting the difference - (answers)this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
,nickel and dime - (answers)the other side wants to negotiate each and every point
good/bad cop - (answers)this tactic is used to elicit feelings of sympathy and understanding in
order to get concessions
pity me - (answers)this tactic is designed to rely on the sense of fair play and make it hard to
walk away
piece-by-piece - (answers)this tactic is used to negotiate each item of a contract
total package - (answers)this tactic is used when an offer is acceptable, but one or two major
elements still need to be negotiated.
refusal to negotiate - (answers)in this tactic the other side wants a concession even to talk
status - (answers)sometimes the party you are negotiating with is perceived to have a higher
status, such as when the president of a company personally negotiates with a buyer.
escalating demands - (answers)extreme demands may be made to persuade you to lower your
expectations for a final agreement.
divide and conquer - (answers)this is used to persuade various members of the team to accept
the opposition's position
, defense - (answers)this tactic tries to keep the other side on the defensive
negotiation tactics - (answers)win/win, spiraling agreements, changing of position, gathering
information, making the cake bigger
win/win - (answers)the goal of principled negotiation is that the interests of both parties are
satisfied
spiraling agreements - (answers)begin by reaching a minimum agreement even though it is not
related to the objectives and build, bit by bit, on this first agreement
changing of position - (answers)formulate the proposals in a different way, without changing the
final result
gathering information - (answers)ask for information from the other party to clarify their
position
making the cake bigger - (answers)offer alternatives that may be agreeable to the other party,
without changing the terms
four activities of a price analysis - (answers)1. review the competitive prices offered
2. compare with catalog or published price data
QUESTIONS AND CORRECT VERIFIED (DETAILED)
ANSWERS/ALREADY GRADED A
Procurement Technology - (answers)Helps accelerate business improvements
Results Oriented Budgeting - (answers)Attempts to link a resource allocation to performance
criteria
Budget Cycle - (answers)1. Planning 2. Formalization 3. implementation 4. evaluation
Procurement Cards - (answers)payment method whereby internal customers are empowered to
deal directly with suppliers using a credit card
Four principles of negotiation - (answers)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 - (answers)differences of perception, emotions, communications
differences of perception - (answers)it is crucial for both sides to understand the other's
viewpoint
,emotions - (answers)negotiation can be a frustrating process
communications - (answers)negotiators may not be speaking to each other, but may simply be
grandstanding for their respective constituencies
establish a BATNA - (answers)The Best Alternative To a Negotiated Agreement
stonewalling - (answers)this occurs when one side has no intention of reaching an agreement
unless there is an irresistible offer.
good samaritan - (answers)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 - (answers)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 - (answers)when the other side has made its final offer and says it will no
longer negotiate
splitting the difference - (answers)this involves offering to cut the dollar difference in half, thus
avoiding the discussion of the details of the deal
,nickel and dime - (answers)the other side wants to negotiate each and every point
good/bad cop - (answers)this tactic is used to elicit feelings of sympathy and understanding in
order to get concessions
pity me - (answers)this tactic is designed to rely on the sense of fair play and make it hard to
walk away
piece-by-piece - (answers)this tactic is used to negotiate each item of a contract
total package - (answers)this tactic is used when an offer is acceptable, but one or two major
elements still need to be negotiated.
refusal to negotiate - (answers)in this tactic the other side wants a concession even to talk
status - (answers)sometimes the party you are negotiating with is perceived to have a higher
status, such as when the president of a company personally negotiates with a buyer.
escalating demands - (answers)extreme demands may be made to persuade you to lower your
expectations for a final agreement.
divide and conquer - (answers)this is used to persuade various members of the team to accept
the opposition's position
, defense - (answers)this tactic tries to keep the other side on the defensive
negotiation tactics - (answers)win/win, spiraling agreements, changing of position, gathering
information, making the cake bigger
win/win - (answers)the goal of principled negotiation is that the interests of both parties are
satisfied
spiraling agreements - (answers)begin by reaching a minimum agreement even though it is not
related to the objectives and build, bit by bit, on this first agreement
changing of position - (answers)formulate the proposals in a different way, without changing the
final result
gathering information - (answers)ask for information from the other party to clarify their
position
making the cake bigger - (answers)offer alternatives that may be agreeable to the other party,
without changing the terms
four activities of a price analysis - (answers)1. review the competitive prices offered
2. compare with catalog or published price data
