Certified Professional Public Buyer (CPPB) Practice Test

Which of the following is not a negotiation tactic?

1. Win/win

2. Spiraling agreements

3. Cancelling the order

4. Gathering information

The correct answer is: Cancelling the order

Cancelling the order is not considered a negotiation tactic. It is a definitive action that tends to signify the end of negotiations rather than a strategy used within them. In negotiation contexts, professionals typically employ various tactics to reach an agreement or to influence the outcome favorably. The concept of win/win focuses on a mutually beneficial outcome for all parties involved, promoting collaboration rather than competition. Spiraling agreements refer to the ongoing concessions and agreements made iteratively during negotiations, indicating a progressive and flexible negotiation environment. Gathering information is crucial in negotiations, as understanding the other party's needs and limitations helps in formulating offers or counteroffers effectively. Each of these is aimed at facilitating a constructive dialogue and moving towards an agreement, which is not the case with cancelling the order — an action that shuts down the negotiation process entirely.