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CIPS L4M5 Exam - Topic 3 Question 97 Discussion

Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?
C) No, because more variables will facilitate more possible negotiated outcomes
A) No, because the party who offers more variables will have lower bargaining power
B) Yes, because the negotiation will last endlessly if there are too many variables
D) Yes, because more variables will cause more conflicts of interest

CIPS L4M5 Exam - Topic 3 Question 97 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 97
Topic #: 3
[All L4M5 Questions]

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

Show Suggested Answer Hide 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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Peggie
4 days ago
I agree, B makes sense. Endless back and forth.
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Celestine
9 days ago
I think it's B. Too many variables just complicate things.
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Kimbery
14 days ago
C is valid. Flexibility can lead to better outcomes.
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Cristen
19 days ago
B feels right. Endless back and forth isn't productive.
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Lorrie
25 days ago
I lean towards D. More variables can lead to conflicts.
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Jamey
30 days ago
A is my pick. The one offering more loses power.
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Ayesha
1 month ago
I disagree, C makes sense. More variables mean more options.
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Tamekia
1 month ago
I think it's B. Too many variables just complicate things.
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Alex
2 months ago
Nah, I think it just drags things out longer.
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Noe
2 months ago
Actually, I believe more variables can create more win-win scenarios.
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Eden
2 months ago
Wait, can more variables really help? Seems counterintuitive.
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Nana
2 months ago
Totally agree, too many options can lead to confusion!
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Patti
2 months ago
I think more variables just complicate things.
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Arlene
2 months ago
I'm a bit confused; I thought that offering more variables would weaken your position, but I can't recall the exact reasoning behind it.
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Madalyn
4 months ago
I feel like option C makes sense since having more variables could actually open up more possibilities for agreement.
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Reta
4 months 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
4 months 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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