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CPPB Exam with questions & Correct Verified Answers
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CPPB Exam with questions & CorrectVerified Answers
negotiation tactics - ✔✔win/win, spiraling agreements, changing of position, gathering
information, making the cake bigger
win/win - ✔✔the goal of principled negotiation is that the interests of both parties are satisfied
spiraling agreements - ✔✔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 - ✔✔formulate the proposals in a different way, without changing the
final result
gathering information - ✔✔ask for information from the other party to clarify their position
making the cake bigger - ✔✔offer alternatives that may be agreeable to the other party,
without changing the terms
four activities of a price analysis - ✔✔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
,Conflict resolution - ✔✔mediation, arbitration, litigation
mediation - ✔✔a voluntary, flexible technique used to resolve disputes
arbitration - ✔✔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.
litigation - ✔✔a process by which one party to a contract brings suit against the other party in a
court of law
general conflict resolution skills - ✔✔communication, listening, summarize, clarify, good
speaking skills, communication side-trackers, win-win options, brainstorming, find a fair solution
communication - ✔✔conflicts are often caused by problems in communication
listening - ✔✔it is important to listen carefully
summarize - ✔✔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.
clarify - ✔✔ask questions to clarify or make clearer different parts of the problem to make sure
that you fully understand the other person's perspective
good speaking skills - ✔✔send a clear message, with a specific purpose and with respect to
the listener
communication side-trackers - ✔✔don't interrupt, criticize, laugh at the other person, offer advice
or bring up your own experiences or change the subject
,win-win options - ✔✔an idea or suggestion in which both sides can benefit is called a win-win option
brainstorming - ✔✔the first step in problem solving is to come up with as many ideas as possible
find a fair solution - ✔✔then go through the ideas using fair criteria to see which idea might be best
basic steps to conflict resolution - ✔✔1. personal preparation
2. obtain agreements
3. state your initial positions/issues
4. restate each other's initial position
5. begin workin on solutions
6. summarize points of agreement and produce a solution
7. follow-up
personal preparation - ✔✔review your agreements; be aware of your feelings.
obtain agreements - ✔✔agree on the conflict resolution process, agree to treat each other
with respect
state your initial positions/issues - ✔✔take turns, focus on specific incidents, describe behavior
and feelings, don't interpret the other's behavior
restate each other's initial position - ✔✔take turns, restate what the other said, make corrections
if necessary, reflect on how you feel
begin working on solutions - ✔✔identify underlying issues, define your success criteria and
brainstorm mutual solutions
summarize points of agreement and produce a solution - ✔✔create a solution that is as specific
as possible, write it down, agree to maintain confidentiality, agree to follow-up
, follow-up - ✔✔check on whether the solution is being followed, revise if necessary and discuss
what you learned
nominal group technique - ✔✔a group decision-making technique that focuses on generating
alternatives and selecting among them by asking group members to independently write down ideas,
present them in turn, clarify them for the group and rank them by voting privately.
stages of negotiation - ✔✔Planning, actual negotiations, completion
nickel and dime - ✔✔the other side wants to negotiate each and every point
process improvement - ✔✔increase in value resulting from a modification in any phase of
the procurement and/or supply process
Process alignment to organization goals - ✔✔all processes, people and resources should be aligned
to business goals
Process first - ✔✔improvement focuses on incorporating cost effective and goal oriented processes
non-value added activities - ✔✔generate zero or negative return on investment
value added activities - ✔✔increase the value of output
Customer focus - ✔✔align processes to achieve higher customer satisfaction
benchmark regularly - ✔✔continually and frequently determine if the costs of performing
business process outweigh the benefits
establish who owns the process - ✔✔personal responsibility
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