Certified Professional Contract Manager (CPCM) Practice Exam

Engaging in fact-finding and bargaining is a critical step to achieving agreement during negotiations because it fosters a collaborative environment where both parties can explore their interests, needs, and positions. This approach encourages open communication and understanding, allowing negotiators to uncover underlying issues and motivations that may not be initially apparent. Fact-finding involves gathering relevant information and data that can inform the negotiation process, while bargaining is the back-and-forth dialogue that helps parties reach a consensus.

This method creates opportunities for compromise and creative solutions that can satisfy both sides, enhancing the likelihood of a successful outcome. In contrast, setting fixed terms from the outset can stifle flexibility and limit discussion, while using only written communication may inhibit the spontaneous interaction that often leads to more dynamic negotiation. Additionally, relying solely on legal counsel could restrict the negotiation process to a purely legalistic approach, neglecting the relational and strategic elements essential for reaching an agreement.