CIPS L4M5 Exam - Topic 10 Question 91 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 91
Topic #: 10

[All L4M5 Questions]

A procurement manager is preparing for a negotiation with an important supplier. He plans to withhold some crucial information so that his company gains the upper hand in the negotiation. Is this correct when considering using integrative approach to the negotiation?

ANo, this approach requires honest and open discussion

BYes, the supplier must know what buyer wants and how to provide that even when the buyer is silent on these matters

CYes, the buying organisation must maximise its gain, even at the detriment of the other party

DNo, holding back information will prompt the supplier gain higher negotiation power

Show Suggested Answer

Suggested Answer: A

Integrative negotiation is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each. This process often involves group brainstorming and creative thinking for individuals to suggest different ideas that benefit both parties.

Compromising is often common in integrative negotiation, and both sides may need to give up certain needs to reach a solution. Honesty can also promote successful integrative negotiation because it can lead to a comprehensive understanding of the issue and what each party needs to be satisfied with the result.

CIPS study guide page 29-31

Integrative Negotiation: Definition, Tips and Examples | Indeed.com

by Linwood at Nov 22, 2025, 09:49 AM

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Lavonna

15 hours ago

Wait, isn't it smart to hold back some info?

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Bambi

6 days ago

Totally agree with D! Keeping info can backfire big time.

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Henriette

11 days ago

A) No, this approach requires honest and open discussion

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Levi

16 days ago

Integrative negotiation, huh? Sounds like a fancy way of saying "let's all hold hands and sing Kumbaya."

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Kassandra

21 days ago

Holding back information? That's like playing poker with your cards face up. Not a smart move.

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Lourdes

26 days ago

B) is the way to go. The supplier should know what the buyer wants, even if the buyer doesn't say it.

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Daisy

1 month ago

C) is the best answer. The buyer should maximize their gain, even if it means being dishonest.

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Mickie

1 month ago

I guess it could be strategic to hold back some info, but I worry that it might backfire and give the supplier more power, which makes me think option D could be right.

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Thurman

1 month ago

I feel like I've seen a similar question before, and it was emphasized that transparency is key in integrative negotiations. So, I lean towards option A as well.

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Erick

2 months ago

I'm a bit unsure, but I think option A makes sense since being honest can lead to better outcomes for both parties.

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Raylene

2 months ago

I'm a bit torn on this one. Part of me wants to say that the buyer should do whatever it takes to get the best deal, even if that means holding back information. But I also know that the integrative approach is all about building trust and finding creative solutions. I think I'll go with A, but I'm not 100% sure.

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Lisha

2 months ago

Okay, I've got this. The integrative approach is about collaborating to find mutually beneficial outcomes, not trying to maximize your own gain at the expense of the other party. Withholding information would go against that, so I'm pretty confident A is the right answer here.

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Floyd

2 months ago

D) is the correct answer. Withholding information will give the supplier more leverage.

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Micaela

2 months ago

I remember studying that integrative negotiation is all about collaboration, so I think withholding information is definitely not the right approach.

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Brittney

2 months ago

A) is the correct answer. Integrative negotiation requires open and honest communication.

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German

3 months ago

D) No, holding back information will prompt the supplier gain higher negotiation power.

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Marshall

3 months ago

Hmm, this is a tricky one. I think the key here is that the integrative approach is all about finding win-win solutions through open and honest communication. Withholding information doesn't really fit with that. I'm leaning towards A, but I'll need to think it through a bit more.

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Malcolm

3 months ago

I'm a bit confused on this one. The question seems to be asking about the integrative approach to negotiation, but the answer choices don't seem to align with that. I'll need to review my notes on integrative negotiation to make sure I understand the key principles.

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Vanda

3 months ago

Right, honesty is key for a win-win outcome.

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