Certified Professional Public Buyer (CPPB) Practice Test

What does stonewalling refer to in negotiation?

1. Delaying tactics to frustrate the opposing party

2. Willingness to compromise during discussions

3. Intent to reach an agreement at all costs

4. Refusal to negotiate unless an irresistible offer is made

The correct answer is: Refusal to negotiate unless an irresistible offer is made

Stonewalling in negotiation refers to a refusal to engage in discussions unless certain conditions are met, often characterized by making it contingent upon an attractive proposal or offer. This approach signifies a lack of willingness to negotiate in good faith or explore options unless the opposing party presents a deal that is deemed compelling or irresistible. This tactic can stall negotiations as it shifts the burden onto the other party to produce a highly favorable offer, which can create frustration and hinder progress. Often, stonewalling is employed strategically to leverage power in negotiations, allowing one party to maintain control over the dialogue by withholding their participation unless their demands are met. In contrast, other options suggest more cooperative or proactive behaviors in negotiations, such as willingness to compromise or the intent to reach an agreement, which do not align with the unilateral stance indicative of stonewalling. The essence of stonewalling lies in its obstructive nature rather than collaboration or negotiation toward mutual benefit.