Certified Professional Public Buyer (CPPB) Practice Test

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What does "making the cake bigger" refer to in negotiation?

Expanding issues to increase options
Reducing the number of stakeholders involved
Consolidating different agreements
Limiting discussion to only key points

The correct answer is: Expanding issues to increase options

"Making the cake bigger" in negotiation refers to the process of expanding issues to increase the available options for all parties involved. This concept is rooted in the idea of collaborative negotiation, where rather than competing over a fixed set of resources or outcomes (the metaphorical "cake"), negotiators work to create additional value and broaden the terms of the discussion. When parties focus on expanding the issues at hand, they can identify areas of mutual interest and find solutions that satisfy a broader range of needs and preferences. This might involve brainstorming new options, combining interests, or finding creative trade-offs that enhance the overall value of the negotiation. By making the "cake" larger, negotiators can often achieve outcomes that are more satisfactory for everyone, which helps build trust and encourages cooperative relationships. In contrast, reducing the number of stakeholders, consolidating agreements, and limiting discussions to key points typically narrow the focus of negotiations rather than expanding it. These strategies may miss opportunities for mutual gain, potentially leading to less optimal outcomes for all parties involved.