Certified Professional Public Buyer (CPPB) Practice Test

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What tactic does the term "defense" refer to in negotiation?

Encouraging the other side to concede
Keeping the other side on the defensive
Presenting multiple offers
Establishing a strong opening position

The correct answer is: Keeping the other side on the defensive

The term "defense" in negotiation refers to the tactic of keeping the other side on the defensive. This strategy involves positioning one's arguments or demands in a way that compels the opposing party to respond to them, rather than allowing them to proactively shape the negotiation. By maintaining this dynamic, the negotiator can limit the other party's ability to present their own agenda or make strong counter-offers. This approach can lead to a more favorable outcome for the negotiator, as it shifts the pressure onto the other party, forcing them to react instead of assert control over the negotiation process. Other approaches, while relevant in their own right, do not encapsulate the essence of the "defense" tactic as effectively. Presenting multiple offers could create flexibility and options but does not necessarily put the other side in a defensive position. Establishing a strong opening position may set the stage for negotiation but does not itself create the sense of defensiveness in the opposite party. Encouraging the other side to concede can be a goal of the negotiation but lacks the direct implication of keeping the other party from taking initial control in the discussion.