Certified Professional Public Buyer (CPPB) Practice Test

Which of the following best describes opposition negotiation tactics?

1. Methods that promote open dialogue

2. Strategies that encourage collaboration

3. Cohesive ways to split responsibilities

4. Various tactics like stonewalling and take it or leave it

The correct answer is: Various tactics like stonewalling and take it or leave it

The choice that accurately describes opposition negotiation tactics is focused on the use of aggressive or confrontational approaches intended to put pressure on the other party. Tactics like stonewalling—where one side refuses to engage in dialogue or answer questions—can create an impasse, making it difficult for the other party to reach agreements. Similarly, the "take it or leave it" strategy presents a firm stance where one party offers terms without room for negotiation, significantly limiting the flexibility in reaching a mutually beneficial agreement. This style of negotiation contrasts with methods that promote open dialogue or encourage collaboration, as these approaches aim to foster communication and understanding between parties to work towards a shared goal. Additionally, cohesive methods to split responsibilities focus on fair division of tasks and duties rather than the competitive and often adversarial nature of opposition tactics. Thus, the correct answer captures the essence of negotiation styles that are less about cooperation and more about asserting power and influence over the opposing party.