CIPS Exam L4M5 Topic 7 Question 76 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 76
Topic #: 7

[All L4M5 Questions]

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should:

AAsk Jose to apply the 5% discount against the purchase price

BDecline the offer and walk away from the negotiation

CAsk Jose to apply a discount against the price

DAccept the offer of a discount against the aftercare package

Show Suggested Answer

Suggested Answer: A

A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.

Warm - a people person

Tough - a hard-nosed negotiator

Logic - a numbers person

Dealer - a trader who loves bargaining

Strengths, weaknesses of dealer style are described below:

LO 2, AC 2.4

by Cristy at Dec 09, 2024, 03:01 AM

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Gary

2 days ago

But what if Jose's sales director really won't approve discounts on initial purchases? Maybe accepting the offer on the aftercare package is the best option.

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