CIPS L4m5 Commercial Negotiation · Free Practice Question Easy
Question 3
Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?
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A
Tempting TOP to reopen the negotiation
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B
Celebrating publicly about the deal
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C
Asking TOP for another concession
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D
Reflecting on performance
Reveal correct answer
Correct answer: D
Explanation
Reflecting on performance should become a natural final step in the negotiation process.
'Celebrating publicly about the deal': Public gloating, even in success or failure, if it gets back to the supplier via the press or social media, will likely damage the relationship
'Tempting TOP to reopen the negotiation': whether TOP agrees to reopen the negotiation, procurement should reflect on their achievement and what can be improved.
'Asking TOP for another concession': TOP can agree or reject this concession. Eventually, reflecting should be the final step. Procurement can learn a lot from reflection on performance.
LO 3, AC 3.4
Discussion
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