Exam (elaborations)
CPPB Exam /376 Questions And Answers Latest Download To Pass!!!!
- Institution
- CPPB Exam /376 Questions And Answers Latest 2023
CPPB Exam /376 Questions And Answers Latest Download To Pass!!!!
[Show more]
Content preview
CPPB Exam /376 Questions And Answers Latest 2023-2024 Download To Pass!!!!
Quiz :Procurement Technology - Answer :Helps accelerate business
improvements
Quiz :Results Oriented Budgeting - Answer :Attempts to link a resource
allocation to performance criteria
Quiz :Budget Cycle - Answer :1. Planning 2. Formalization 3. implementation
4. evaluation
Quiz :Procurement Cards - Answer :payment method whereby internal
customers are empowered to deal directly with suppliers using a credit card
Quiz :Four principles of negotiation - Answer :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
Quiz :people elements to negotiation - Answer :differences of perception,
emotions, communications
Quiz :differences of perception - Answer :it is crucial for both sides to
understand the other's viewpoint
Quiz :emotions - Answer :negotiation can be a frustrating process
Quiz :communications - Answer :negotiators may not be speaking to each
other, but may simply be grandstanding for their respective constituencies
Quiz :establish a BATNA - Answer :The Best Alternative To a Negotiated
Agreement
Quiz :stonewalling - Answer :this occurs when one side has no intention of
reaching an agreement unless there is an irresistible offer.
, Quiz :good samaritan - Answer :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
Quiz :opposition negotiation tactics - Answer :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
Quiz :take it or leave it - Answer :when the other side has made its final offer
and says it will no longer negotiate
Quiz :splitting the difference - Answer :this involves offering to cut the dollar
difference in half, thus avoiding the discussion of the details of the deal
Quiz :nickel and dime - Answer :the other side wants to negotiate each and
every point
Quiz :good/bad cop - Answer :this tactic is used to elicit feelings of sympathy
and understanding in order to get concessions
Quiz :pity me - Answer :this tactic is designed to rely on the sense of fair play
and make it hard to walk away
Quiz :piece-by-piece - Answer :this tactic is used to negotiate each item of a
contract
Quiz :total package - Answer :this tactic is used when an offer is acceptable,
but one or two major elements still need to be negotiated.
Quiz :refusal to negotiate - Answer :in this tactic the other side wants a
concession even to talk
Quiz :status - Answer :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.
Quiz :escalating demands - Answer :extreme demands may be made to
persuade you to lower your expectations for a final agreement.
,Quiz :divide and conquer - Answer :this is used to persuade various members
of the team to accept the opposition's position
Quiz :defense - Answer :this tactic tries to keep the other side on the
defensive
Quiz :negotiation tactics - Answer :win/win, spiraling agreements, changing of
position, gathering information, making the cake bigger
Quiz :win/win - Answer :the goal of principled negotiation is that the interests
of both parties are satisfied
Quiz :spiraling agreements - Answer :begin by reaching a minimum
agreement even though it is not related to the objectives and build, bit by bit,
on this first agreement
Quiz :changing of position - Answer :formulate the proposals in a different
way, without changing the final result
Quiz :gathering information - Answer :ask for information from the other
party to clarify their position
Quiz :making the cake bigger - Answer :offer alternatives that may be
agreeable to the other party, without changing the terms
Quiz :four activities of a price analysis - Answer :1. review the competitive
prices offered
2. compare with catalog or published price data
3. compare with historical prices
4. obtain data from other jurisdictions that have procured the same product or
service
Quiz :Conflict resolution - Answer :mediation, arbitration, litigation
Quiz :mediation - Answer :a voluntary, flexible technique used to resolve
disputes
Quiz :arbitration - Answer :a process by which a dispute between parties is
presented to one or more disinterested parties for a decision whose decision
the contending parties agree to accept with no further appear process.
, Quiz :litigation - Answer :a process by which one party to a contract brings
suit against the other party in a court of law
Quiz :general conflict resolution skills - Answer :communication, listening,
summarize, clarify, good speaking skills, communication side-trackers, win-win
options, brainstorming, find a fair solution
Quiz :communication - Answer :conflicts are often caused by problems in
communication
Quiz :listening - Answer :it is important to listen carefully
Quiz :summarize - Answer :when a person is finished expressing a thought,
summarize the facts and emotions behind what they have said so that they
know you have understood what they've said and how they are feeling.
Quiz :clarify - Answer :ask questions to clarify or make clearer different parts
of the problem to make sure that you fully understand the other person's
perspective
Quiz :good speaking skills - Answer :send a clear message, with a specific
purpose and with respect to the listener
Quiz :communication side-trackers - Answer :don't interrupt, criticize, laugh at
the other person, offer advice or bring up your own experiences or change the
subject
Quiz :win-win options - Answer :an idea or suggestion in which both sides can
benefit is called a win-win option
Quiz :brainstorming - Answer :the first step in problem solving is to come up
with as many ideas as possible
Quiz :find a fair solution - Answer :then go through the ideas using fair criteria
to see which idea might be best
Quiz :basic steps to conflict resolution - Answer :1. personal preparation
2. obtain agreements
3. state your initial positions/issues
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller HELLENAH. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for £8.13. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
73243 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy revision notes and other study material for 14 years now