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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?

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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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Eden
8 hours ago
Wait, can more variables really help? Seems counterintuitive.
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Nana
6 days ago
Totally agree, too many options can lead to confusion!
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Patti
11 days ago
I think more variables just complicate things.
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Arlene
16 days 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
2 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
2 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
2 months ago
I remember discussing how too many variables can complicate negotiations, but I'm not sure if it always leads to stalemate.
upvoted 0 times
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