Certified Professional Public Buyer (CPPB) Practice Test

What is the primary goal in a win/win negotiation tactic?

1. Maximize profit for one party.

2. Share benefits equally between parties.

3. Prevent any concessions from being made.

4. Ensure one party feels dissatisfied with the agreement.

The correct answer is: Share benefits equally between parties.

In a win/win negotiation tactic, the primary goal is to share benefits equally between the parties involved. This approach is centered on collaboration and mutual satisfaction, aiming to create an outcome where both sides feel they have gained something of value from the negotiation process. By focusing on shared benefits, this tactic encourages open communication, fosters trust, and often leads to longer-lasting relationships. It shifts the mindset from adversarial competition to partnership, enabling both parties to express their needs and concerns openly, which can lead to creative solutions that satisfy both sides. This strategy contrasts sharply with other approaches. For instance, maximizing profit for one party disregards the interests of the other, potentially leading to resentment or conflict. Preventing any concessions undermines the essence of negotiation itself, which inherently involves compromise. Lastly, ensuring that one party feels dissatisfied contradicts the fundamental goal of negotiation, which is to achieve an outcome that is beneficial, or at least acceptable, to all involved. By prioritizing the equal sharing of benefits, a win/win negotiation fosters a more harmonious relationship and can lead to better outcomes in future interactions.