CIPS L4M5 Exam - Topic 5 Question 96 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 96
Topic #: 5

[All L4M5 Questions]

Which of the following are tactics of distributive bargaining?

Withholding information that may open up common ground

Coercing the other party to accept your position

Finding common ground between parties

Being open about all your common needs

A1 and 4 only

B2 and 3 only

C1 and 2 only

D3 and 4 only

Show Suggested Answer

Suggested Answer: C

Distributive bargainingfocuses onmaximizing one's own gainat the expense of the other party. Common tactics includewithholding informationandcoercion. It is typically used in zero-sum negotiations where parties compete over a fixed value.

''Tactics in distributive bargaining include withholding key information, making extreme opening offers, and using pressure to achieve concessions. These are aimed at maximizing individual outcomes.''

(L4M5 Commercial Negotiation, 2nd edition, Section 3.5 - Tactics of Distributive Bargaining)

by Tandra at Apr 11, 2026, 03:21 AM

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Buck

8 hours ago

Definitely 1 and 2, those are classic tactics.

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Lashawn

6 days ago

Coercing is definitely a tactic, but it feels wrong to me.

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Tamekia

11 days ago

I agree with 1 and 2, but I feel like 3 and 4 should be included too.

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Susana

16 days ago

Wait, are we really saying withholding info is a tactic? That seems shady!

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Salome

2 months ago

I think 3 and 4 are more about integrative bargaining, not distributive.

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Vanna

2 months ago

Definitely 1 and 2, those are classic tactics.

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Bronwyn

3 months ago

I’m confused because I thought coercion was a tactic, but I also remember that good negotiators should avoid it. Maybe it’s C?

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Adrianna

3 months ago

I’m leaning towards A because I recall that being open about needs is more collaborative, which doesn’t fit distributive tactics.

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Leah

3 months ago

I remember practicing questions where we had to identify tactics, and I feel like finding common ground is more about integrative bargaining, not distributive.

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Iluminada

3 months ago

I think distributive bargaining is all about claiming value, so withholding information makes sense, but I'm not sure about coercing the other party.

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