CTCM Exam Questions and Answers Latest Update Already Passed
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Course
CTCM
Institution
CTCM
CTCM Exam Questions and Answers Latest Update Already Passed
Integrative - Answers win-win
o Each party has a vested interest in the issue and the relationship with all parties
o Look for mutual gains
Distributive - Answers win-lose
o Issues matter more than the relationship
lose-lose - Answ...
CTCM Exam Questions and Answers Latest Update Already Passed
Integrative - Answers win-win
o Each party has a vested interest in the issue and the relationship with all parties
o Look for mutual gains
Distributive - Answers win-lose
o Issues matter more than the relationship
lose-lose - Answers 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 - Answers Negotiation is often used to build partnerships
, 6 steps in planning phase Analyze - Answers 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 - Answers your objectives
6 steps in planning phase formulate - Answers your positions
6 steps in planning phase assess - Answers the other party's positions/strengths
6 steps in planning phase define - Answers 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 - Answers your strategies and tactics
Batna - Answers Best alternative to a negotiated agreement (tells you when to accept/reject)
Assumptions - Answers • Is a conclusion that is drawn without affirmation from another source
• If you know you are making an assumption, you can prepare for the unexpected
Overcoming negotiation roadblocks - Answers • Focus on interests, not position
• Don't react- the other party may be trying to get you to react- don't
Project Management - Answers The discipline of defining and achieving specific goals and objectives for
TEMPORARY and UNIQUE efforts by effectively managing and controlling technical performance (scope,
quality, deliverables), cost, and schedule
Project Management Process Groups - Answers Initiating, planning, executing, monitoring & controlling,
closing
Project Management Process Groups Initiating - Answers processes performed to define a new project
and obtaining authorization to commit resources
Project Management Process Groups planning - Answers processes performed to establish the total
scope of the effort and develop the course of action required to attain the project objectives
Project Management Process Groups executing - Answers processes performed to complete the work
defined the project management plan to produce the deliverables
Project Management Process Groups monitoring & controlling - Answers processes required to track,
review, and determine the progress and performance of the project according to the plan
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