CIPS L4M5 Exam - Topic 5 Question 74 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 74
Topic #: 5

[All L4M5 Questions]

Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

APositional-based

BClaiming value

CInterest-based

DShort-term wins

ECreating more value

Show Suggested Answer

Suggested Answer: C, E

Integrative approach to negotiation used when the interested parties are attempting to create more of something of value to share, also known as collaborative approach or win-win. Integrative, interest-based negotiation can facilitate constructive, positive relationship and establishes contracts between parties on a foundation of goodwill. In integrative bargaining, both parties seek to 'expand the pie' by creating more value for both the buyer and the seller. Integrative negotiation 'shares the pie' and is interest rather than positional based.

In distributive bargaining, the focus is on claiming value and getting as much of the pie as parties can.

LO 1, AC 1.2

by Wayne at Oct 23, 2024, 11:25 PM

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Carman

3 months ago

Isn't claiming value more about competitive strategies?

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Marge

3 months ago

Wait, short-term wins? That doesn't sound right for integrative approaches.

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Lashandra

3 months ago

Totally agree, those are the key traits!

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Lillian

4 months ago

I think positional-based is more common than people realize.

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Corinne

4 months ago

Definitely interest-based and creating more value!

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Genevieve

4 months ago

I’m a bit confused, but I think short-term wins don’t really fit with integrative approaches, so D should be ruled out.

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Elly

4 months ago

I feel like I’ve seen questions like this before, and I think claiming value is more about distributive negotiation, so B probably isn’t right.

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Ernestine

4 months ago

I'm not entirely sure, but I remember something about creating value being important in integrative negotiations. So, E might be correct too.

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Billi

5 months ago

I think the integrative approach is more about interests than positions, so maybe C is one of the answers.

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Izetta

5 months ago

I'm a little confused by this question. The integrative approach is supposed to be collaborative, but some of these options like A and B sound more competitive. I'll have to review my notes to make sure I understand the key characteristics.

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Jody

5 months ago

Okay, I remember learning about the integrative approach in class. It's all about focusing on interests and expanding the pie, not just claiming value. I'm confident C and E are the right answers here.

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Narcisa

5 months ago

Hmm, I'm a bit unsure about this one. The integrative approach is supposed to be different from the positional approach, but I'm not sure if that means A and B are wrong. I'll have to think this through carefully.

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Eve

5 months ago

This question seems straightforward. I think the integrative approach is all about finding common interests and creating value, so I'll go with C and E.

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Huey

1 year ago

I'm with the crowd on this one. C and E are the way to go. Although, I do wonder if the exam board has a sense of humor. Maybe they'll throw in a trick question just for kicks.

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Ashlyn

1 year ago

Ha! Positional-based? What is this, a game of chess? No, no, it's all about those interests and creating value. C and E for the win!

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Cherry

1 year ago

Exactly, short-term wins may not be sustainable in the long run. It's all about creating more value in negotiations.

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Magdalene

1 year ago

I think positional-based can lead to a win-lose situation, while interests and creating value lead to win-win outcomes.

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Phyliss

1 year ago

Definitely, focusing on interests helps to find common ground and create value for both parties.

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Ammie

1 year ago

I agree, positional-based seems too rigid. Interests and creating value are key.

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Angella

1 year ago

I'm going with C and E too. Claiming value and short-term wins? That's just playing dirty. Integrative is all about the long game, baby.

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Leana

1 year ago

Exactly, focusing on interests and creating value leads to better outcomes for both parties.

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Yong

1 year ago

Yeah, positional-based and claiming value are more about short-term gains.

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Asha

1 year ago

I agree, integrative negotiation is all about creating more value in the long run.

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Kaycee

1 year ago

I agree with Dannette. Positional-based and short-term wins are not usually associated with integrative negotiation.

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Marilynn

1 year ago

Definitely C and E. Anything else would be more distributive negotiation, which is so 90s. Keep up with the times, people!

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Lenora

1 year ago

Hmm, I think C) Interest-based and E) Creating more value are the right answers here. That's the whole point of an integrative approach, isn't it?

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Denise

1 year ago

It's all about collaboration and problem-solving in integrative negotiation.

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Ernest

1 year ago

Interest-based and creating more value lead to win-win outcomes for both parties.

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Brittani

1 year ago

It's all about collaboration and finding solutions that benefit everyone involved.

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Louvenia

1 year ago

Definitely, positional-based and short-term wins are more common in distributive negotiation.

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Nan

1 year ago

Interest-based and creating more value lead to win-win outcomes for both parties.

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Adelle

1 year ago

I agree, focusing on interests and creating value is key in integrative negotiation.

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Paola

1 year ago

Definitely, positional-based and short-term wins are more common in distributive negotiation.

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Aja

1 year ago

I agree, focusing on interests and creating value is key in integrative negotiation.

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Dannette

1 year ago

I think the most typical characteristics of integrative approach are interest-based and creating more value.

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