CIPS L4m5 Commercial Negotiation · Free Practice Question Medium
Question 7
Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?
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A
Yes, because the negotiation will last endlessly if there are too many variables
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B
No, because the party who offers more variables will have lower bargaining power
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C
Yes, because more variables will cause more conflicts of interest
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D
No, because more variables will facilitate more possible negotiated outcomes
Reveal correct answer
Correct answer: D
Explanation
Negotiation variables such as price or contract length, etc are that can be traded with TOP in a negotiation. The more variables you can identify, the better. The more variables you can identify and articulate, the lower the chances of the negotiation reaching deadlock as more possibilities are facilitated regarding more creative solutions.
Below are examples of negotiation tradeables in buying professional services:
LO 2, AC 2.3
Discussion
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