Certified Professional Public Buyer (CPPB) Practice Test

Which of the following best defines stonewalling in a negotiation context?

1. A prolonged discussion that leads to an agreement

2. An unwillingness to proceed without a strong offer

3. A method of reaching consensus quickly

4. A tactic involving open communication

The correct answer is: An unwillingness to proceed without a strong offer

Stonewalling in a negotiation context is characterized by an unwillingness to continue or engage constructively without receiving what one perceives as an adequate offer or concession. This tactic often involves one party refusing to move forward in discussions, effectively halting progress until certain demands are met or substantial offers are presented. This behavior can disrupt the negotiation process, as it creates a barrier to communication and potentially frustrates the other party, who may feel compelled to alter their approach or reconsider their stance to regain momentum in the negotiations. In contrast, the other options depict scenarios that don't align with the concept of stonewalling. A prolonged discussion that ultimately leads to an agreement suggests collaboration rather than resistance. Similarly, reaching consensus quickly and employing open communication both indicate a willingness to engage and find mutually agreeable solutions, which directly contradicts the nature of stonewalling. Thus, the definition captures the essence of an obstructive strategy employed during negotiations.