Certified Professional Public Buyer (CPPB) Practice Test

What does the tactic of 'piece-by-piece' negotiation refer to?

1. Negotiating summary agreements

2. Negotiating each item of a contract individually

3. Allowing for broader discussions on goals

4. Focusing solely on budgetary concerns

The correct answer is: Negotiating each item of a contract individually

The tactic of 'piece-by-piece' negotiation refers to negotiating each item of a contract individually. This approach allows parties to address specific terms or components of a contract one at a time rather than discussing the agreement as a whole. By breaking negotiations down into smaller, manageable pieces, it can facilitate clearer communication, reduce misunderstandings, and allow parties to focus on the specifics of each aspect without getting overwhelmed by the entire contract. This tactic can also encourage more constructive discussions since parties can negotiate and agree on one item before moving to the next, which can foster a collaborative atmosphere. By dealing with items individually, negotiators may find it easier to reach compromises or adjustments that satisfy the interests of both parties, thereby enhancing the overall bargaining process. The other options do not accurately describe this negotiation tactic. Summary agreements typically consolidate terms into a final agreement rather than tackling each item separately. Broader discussions on goals imply a focus on overarching interests, which diverges from the specificity of 'piece-by-piece' negotiations. Lastly, focusing solely on budgetary concerns limits the scope of negotiation and does not encompass the comprehensive approach of addressing distinct contract items individually.