Certified Professional Public Buyer (CPPB) Practice Test

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What is the purpose of the 'pity me' negotiating tactic?

To entirely shift blame onto another party
To appeal to fairness and empathy during negotiations
To establish dominance in a negotiation
To disengage from the negotiation process

The correct answer is: To appeal to fairness and empathy during negotiations

The 'pity me' negotiating tactic focuses on appealing to the emotions of the other party, specifically invoking feelings of fairness and empathy. By presenting oneself as a victim or someone in a disadvantageous situation, a negotiator using this tactic aims to elicit sympathy, which can lead to concessions or favorable terms. This approach can be effective when it encourages the other party to reconsider their position and make adjustments that they might not have otherwise considered, based on a desire to be fair or compassionate. In negotiations, emotions can play a significant role, and by leveraging sympathy, the party employing this tactic can create a more favorable environment for achieving their desired outcomes. This tactic is particularly useful when there are personal relationships involved or when negotiation dynamics heavily rely on interpersonal interactions.