Certified Professional Public Buyer (CPPB) Practice Test

After selecting a negotiation team, what is the critical next step?

1. Establish the ground rules

2. Conduct a mock negotiation

3. Agree on the goal of the negotiation

4. Determine who will document the negotiation

The correct answer is: Establish the ground rules

Establishing the ground rules is a critical next step after selecting a negotiation team because it sets the framework within which the negotiation will take place. Ground rules help define acceptable behavior, communication protocols, and the overall structure of the negotiation process. They provide guidelines for interaction, ensuring that all members of the negotiation team are aligned in their approach and understand the boundaries of the discussion. This clarity is essential for fostering a cooperative and productive environment during negotiations. While agreeing on the goal of the negotiation and determining documentation responsibilities are important aspects of preparation, they come after the ground rules have been established. The goals can be better articulated when the team understands the structure of the negotiation, and having ground rules in place facilitates more effective and organized communication and planning. Conducting a mock negotiation can also be beneficial for practice, but it is most effective when the teams have already agreed upon the ground rules.