CIPS L4m5 Commercial Negotiation · Free Practice Question Medium
Question 20
Which of the following must be done in the preparation stage of a negotiation?
1. Sweeting the deals
2. Planning the concessions
3. Coercing the other party
4. Developing an agenda
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A
1 and 4 only
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B
3 and 1 only
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C
2 and 3 only
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D
2 and 4 only
Reveal correct answer
Correct answer: D
Explanation
The correct answer is 2 and 4 only. Planning the concessions and developing an agenda are both important steps in the preparation stage of a negotiation.
Planning the concessions means deciding in advance what you are willing to give up and what you expect to gain in exchange. This helps you avoid making impulsive or irrational decisions during the negotiation. Developing an agenda means setting the topics, order, and timing of the discussion. This helps you structure the negotiation and ensure that all relevant issues are covered.
Sweetening the deals and coercing the other party are not part of the preparation stage of a negotiation. Sweetening the deals means offering additional benefits or incentives to persuade the other party to accept your proposal. This is usually done during the bargaining stage, when you are trying to close the deal or overcome an impasse. Coercing the other party means using threats or pressure to force them to agree with your terms. This is usually a counterproductive strategy that can damage trust and relationships, and should be avoided in most negotiations.
Discussion
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