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...

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

Show Suggested Answer

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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