CIPS L4M5 Exam - Topic 3 Question 97 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 97
Topic #: 3

Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?

ANo, because the party who offers more variables will have lower bargaining power

BYes, because the negotiation will last endlessly if there are too many variables

CNo, because more variables will facilitate more possible negotiated outcomes

DYes, because more variables will cause more conflicts of interest

Show Suggested Answer

Suggested Answer: C

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

by Cassi at May 06, 2026, 02:11 PM

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Reta

3 days ago

I think we practiced a question similar to this, and I leaned towards option D because more variables can definitely create conflicts.

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Tanja

8 days ago

I remember discussing how too many variables can complicate negotiations, but I'm not sure if it always leads to stalemate.

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