CPPB Exam Practice Questions and Complete Solutions

Procurement Technology Helps accelerate business improvements Results Oriented Budgeting Attempts to link a resource allocation to performance criteria Budget Cycle 1. Planning 2. Formalization 3. implementation 4. evaluation Procurement Cards payment method whereby internal customers are empowered to deal directly with suppliers using a credit card Four principles of negotiation 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 differences of perception, emotions, communications differences of perception it is crucial for both sides to understand the other's viewpoint emotions negotiation can be a frustrating process communications negotiators may not be speaking to each other, but may simply be grandstanding for their respective constituencies establish a BATNA The Best Alternative To a Negotiated Agreement stonewalling this occurs when one side has no intention of reaching an agreement unless there is an irresistible offer. good samaritan 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 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 when the other side has made its final offer and says it will no longer negotiate