Discuss CIPS L4M5 Exam Topic 12 Question 94

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...

AAsk Jose to apply a 15% discount against the purchase price

BAccept the offer of a 5% discount against the aftercare package

CDecline the offer and walk away from the negotiation

DAsk Jose to apply the 5% discount against the purchase price

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.

Get Premium L4M5 Questions as Interactive Web-Based Practice Test or PDF Real Exam Format Detailed Explanations Instant Access Get Your Practice Test

26 comments · newest first

Maybelle 2 months ago

Option D could push for what she wants.

Eulah 2 months ago

But what if she really needs it off the purchase price?

Blondell 2 months ago

Agree, a 5% discount is still a saving.

Brigette 3 months ago

I think option B is the best choice.

Stephaine 3 months ago

Option A is too aggressive. Walking away isn’t smart either.

Effie 3 months ago

But what about option D? Asking for the discount on the purchase price could be better.

Golda 3 months ago

I agree, option B makes sense. It’s a win-win for both.

Refugia 3 months ago

I think Sally should go for option B. A 5% discount is still a saving.

Felix 4 months ago

Option A is too aggressive. Walking away isn’t smart either.

Edelmira 4 months ago

But what about option D? Asking for the discount on the purchase price could be better.

Sarah 4 months ago

I agree, option B makes sense. It’s a win-win for both.

Nicolette 4 months ago

I think Sally should go for option B. A 5% discount is still a saving.

Ludivina 4 months ago

Jose's sales director won't approve discounts, so B makes sense.

Lavonna 4 months ago

I don't think walking away (option C) is a smart move here.

Jerry 6 months ago

Wait, is a discount on aftercare really the same as off the product?

Gracia 6 months ago

Totally agree, option B is the best choice!

Werner 6 months ago

Sally should consider option B for a quick win.

Stefan 6 months ago

5% off aftercare is still a saving, but not what Sally wanted.

Noel 7 months ago

I don’t think walking away is a good idea, but option D seems risky.

Leonor 7 months ago

Wait, is a discount on aftercare really the same as off the product?

Joaquin 7 months ago

Totally agree, option B is the best move!

Minna 7 months ago

Sally should consider option B for a quick win.

Edda 7 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.

Albina 7 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.

Cecily 8 months ago

I'm not entirely sure, but I think asking for a discount on the purchase price might be too aggressive.

Emeline 8 months ago

I remember discussing integrative negotiation strategies in class, and it seems like option B could be a good compromise.

CIPS L4M5 Exam - Topic 12 Question 94 Discussion