Certified Professional Public Buyer (CPPB) Practice Test

What is the "divide and conquer" strategy used for during negotiations?

1. To encourage collaboration among team members

2. To persuade team members to accept opposing positions

3. To gather as much information as possible

4. To reinforce their negotiation stance

The correct answer is: To persuade team members to accept opposing positions

The concept of the "divide and conquer" strategy during negotiations primarily refers to the approach of breaking down larger groups or oppositional coalitions into smaller, more manageable segments. This makes it easier to negotiate with each segment individually, thus reducing the overall strength and cohesion of the opposing position. When used effectively, this strategy can create divisions within a team or among stakeholders, making it more likely that individual members will consider alternative positions or concessions without the pressure of group dynamics. By targeting smaller sub-groups, it becomes feasible to address and potentially persuade them to accept different or opposing viewpoints, which can ultimately weaken the collective stance of the larger group. In this context, gathering a significant amount of information and reinforcing a negotiation stance may be important in their own right, but they do not specifically describe the foundational tactic inherent in "divide and conquer." The focus of this strategy is more about fragmenting opposition to enhance the negotiator's ability to influence outcomes.