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CIPS L4M5 Exam - Topic 12 Question 94 Discussion

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should...
B) Accept the offer of a 5% discount against the aftercare package
A) Ask Jose to apply a 15% discount against the purchase price
C) Decline the offer and walk away from the negotiation
D) Ask Jose to apply the 5% discount against the purchase price

CIPS L4M5 Exam - Topic 12 Question 94 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 94
Topic #: 12
[All L4M5 Questions]

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should...

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Suggested Answer: B

To achieve a win-win (integrative) negotiation, Sally should accept the 5% discount on the aftercare package (B), as it meets her objective for a total discount while respecting the supplier'slimitations. This approach demonstrates flexibility and is in line with CIPS principles on integrative negotiations, where both parties achieve value in different forms.


by Ivan at Mar 05, 2026, 10:45 AM

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Maybelle
4 days ago
Option D could push for what she wants.
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Eulah
9 days ago
But what if she really needs it off the purchase price?
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Blondell
14 days ago
Agree, a 5% discount is still a saving.
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Brigette
19 days ago
I think option B is the best choice.
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Stephaine
25 days ago
Option A is too aggressive. Walking away isn’t smart either.
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Effie
30 days ago
But what about option D? Asking for the discount on the purchase price could be better.
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Golda
1 month ago
I agree, option B makes sense. It’s a win-win for both.
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Refugia
1 month ago
I think Sally should go for option B. A 5% discount is still a saving.
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Felix
2 months ago
Option A is too aggressive. Walking away isn’t smart either.
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Edelmira
2 months ago
But what about option D? Asking for the discount on the purchase price could be better.
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Sarah
2 months ago
I agree, option B makes sense. It’s a win-win for both.
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Nicolette
2 months ago
I think Sally should go for option B. A 5% discount is still a saving.
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Ludivina
2 months ago
Jose's sales director won't approve discounts, so B makes sense.
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Lavonna
2 months ago
I don't think walking away (option C) is a smart move here.
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Jerry
4 months ago
Wait, is a discount on aftercare really the same as off the product?
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Gracia
4 months ago
Totally agree, option B is the best choice!
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Werner
4 months ago
Sally should consider option B for a quick win.
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Stefan
4 months ago
5% off aftercare is still a saving, but not what Sally wanted.
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Noel
5 months ago
I don’t think walking away is a good idea, but option D seems risky.
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Leonor
5 months ago
Wait, is a discount on aftercare really the same as off the product?
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Joaquin
5 months ago
Totally agree, option B is the best move!
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Minna
5 months ago
Sally should consider option B for a quick win.
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Edda
5 months ago
I feel like option D could be a valid approach, but it might jeopardize the relationship with Jose if he can't meet that request.
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Albina
5 months ago
I practiced a similar question where accepting a partial offer led to a better overall deal, so maybe B is the right choice here.
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Cecily
6 months ago
I'm not entirely sure, but I think asking for a discount on the purchase price might be too aggressive.
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Emeline
6 months ago
I remember discussing integrative negotiation strategies in class, and it seems like option B could be a good compromise.
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