CTCM CERTIFICATION EXAM 2026
QUESTIONS WITH 100% CORRECT
ANSWERS
⩥ Distributive. Answer: win-lose
o Issues matter more than the relationship
⩥ lose-lose. Answer: Usually when everything starts going south in a
negotiation- either you have rubbed the other party the wrong way or
they have done something to prevent you from coming to an agreement
⩥ negotiation. Answer: Negotiation is often used to build partnerships
⩥ Principled negotiations 4 points. Answer: People, interests, options,
criteria
⩥ Principled negotiations people. Answer: separate the people from the
problem
⩥ Principled negotiations interests. Answer: focus on interests, not
position
o Position is something you decide upon and interests are the needs,
desires and fears that drive positions
,⩥ Principled negotiations options. Answer: explore multiple options
looking for mutual gains
⩥ Principled negotiations criteria. Answer: insist that the result be based
on some objective standard
⩥ Objective standard. Answer: Unbiased and widely accepted minimum
requirement.
Examples:
o Market value
o Replacement cost
o Depreciated book value
o Competitive prices
o Precedent
o Professional standards
o What a court would decide
⩥ 6 steps in planning phase. Answer: Analyze, establish, formulate,
assess, define, develop
⩥ 6 steps in planning phase Analyze. Answer: Analyze the other party's
proposal- explore options
, o Evaluate price, delivery, specifications, and terms. Note any deviations
from your requirements
o Explore options for mutual gain
⩥ 6 steps in planning phase establish. Answer: your objectives
⩥ 6 steps in planning phase formulate. Answer: your positions
⩥ 6 steps in planning phase assess. Answer: the other party's
positions/strengths
⩥ 6 steps in planning phase define. Answer: Define and organize the
issues
o Consider scarcity of product or services. Where a lack of resources
exist to satisfy all parties-including resolving or mitigating this scarcity
before negotiations
o Are there any self-imposed deadlines that make it harder for our
organization to negotiate?
⩥ 6 steps in planning phase Develop. Answer: your strategies and tactics
⩥ Batna. Answer: Best alternative to a negotiated agreement (tells you
when to accept/reject)
QUESTIONS WITH 100% CORRECT
ANSWERS
⩥ Distributive. Answer: win-lose
o Issues matter more than the relationship
⩥ lose-lose. Answer: Usually when everything starts going south in a
negotiation- either you have rubbed the other party the wrong way or
they have done something to prevent you from coming to an agreement
⩥ negotiation. Answer: Negotiation is often used to build partnerships
⩥ Principled negotiations 4 points. Answer: People, interests, options,
criteria
⩥ Principled negotiations people. Answer: separate the people from the
problem
⩥ Principled negotiations interests. Answer: focus on interests, not
position
o Position is something you decide upon and interests are the needs,
desires and fears that drive positions
,⩥ Principled negotiations options. Answer: explore multiple options
looking for mutual gains
⩥ Principled negotiations criteria. Answer: insist that the result be based
on some objective standard
⩥ Objective standard. Answer: Unbiased and widely accepted minimum
requirement.
Examples:
o Market value
o Replacement cost
o Depreciated book value
o Competitive prices
o Precedent
o Professional standards
o What a court would decide
⩥ 6 steps in planning phase. Answer: Analyze, establish, formulate,
assess, define, develop
⩥ 6 steps in planning phase Analyze. Answer: Analyze the other party's
proposal- explore options
, o Evaluate price, delivery, specifications, and terms. Note any deviations
from your requirements
o Explore options for mutual gain
⩥ 6 steps in planning phase establish. Answer: your objectives
⩥ 6 steps in planning phase formulate. Answer: your positions
⩥ 6 steps in planning phase assess. Answer: the other party's
positions/strengths
⩥ 6 steps in planning phase define. Answer: Define and organize the
issues
o Consider scarcity of product or services. Where a lack of resources
exist to satisfy all parties-including resolving or mitigating this scarcity
before negotiations
o Are there any self-imposed deadlines that make it harder for our
organization to negotiate?
⩥ 6 steps in planning phase Develop. Answer: your strategies and tactics
⩥ Batna. Answer: Best alternative to a negotiated agreement (tells you
when to accept/reject)
