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CIPS L4M5 Exam - Topic 7 Question 76 Discussion

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:
A) Ask Jose to apply the 5% discount against the purchase price
B) Decline the offer and walk away from the negotiation
C) Ask Jose to apply a discount against the price
D) Accept the offer of a discount against the aftercare package

CIPS L4M5 Exam - 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:

Show Suggested Answer Hide 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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Garry
7 months ago
I think Sally should push harder for the purchase price discount.
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Tran
8 months ago
5% off aftercare is still a saving!
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Freeman
8 months ago
Really? Accepting a discount on aftercare seems odd.
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Josue
8 months ago
D is the best choice! Win-win for both sides.
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Renea
8 months ago
Jose can't give a discount on the purchase price.
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Kris
9 months ago
I feel like asking for a discount on the purchase price might just lead to a deadlock, so maybe accepting the aftercare discount is the smarter choice.
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Lashanda
9 months ago
This question reminds me of a practice scenario where we had to find creative solutions. I think option D could lead to a win-win situation.
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Bette
9 months ago
I'm not sure if accepting the discount on the aftercare package is the best move. Shouldn't Sally push harder for the discount on the main product?
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Tracey
9 months ago
I remember we discussed how sometimes you have to be flexible in negotiations, so accepting the discount on the aftercare package might be a good strategy.
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Marnie
9 months ago
Declining the offer and walking away seems a bit extreme. I'd try to negotiate further and see if there's a way to get the 5% discount on the purchase price.
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Alexis
9 months ago
Okay, I think I've got it. Sally should ask Jose to apply the 5% discount to the purchase price. That way, she gets the savings she needs while maintaining a good relationship with the supplier.
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Katina
9 months ago
I'm a bit confused here. Shouldn't Sally be trying to get the 5% discount on the actual purchase price? I'm not sure if the aftercare package is the best approach.
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Nicholle
9 months ago
Hmm, the 5% discount on the aftercare package seems like a good compromise. I'd probably go with that option.
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Irma
9 months ago
This seems like a tricky negotiation scenario. I'll need to carefully weigh the options to find the best win-win solution.
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Micaela
1 year ago
Negotiating is like a game of chess, and I'm ready to checkmate this salesperson. I'll go for the 5% off the purchase price, no exceptions!
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Delpha
1 year ago
Sally: I'll only accept if it's off the purchase price.
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Domingo
1 year ago
Jose: I can't do that, but I can offer it on the aftercare package.
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Gaynell
1 year ago
Sally: I want the 5% discount off the purchase price.
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Emiko
1 year ago
Ah, the old 'discount on the aftercare' trick. It's like getting a free parking ticket with your movie ticket. I'm not falling for that one.
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Maynard
1 year ago
User 3: Yeah, let's ask Jose to apply the 5% discount against the purchase price.
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Cathern
1 year ago
User 2: Cathern is right, we should stick to getting a discount on the purchase price.
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Malika
1 year ago
User 1: I agree, that discount on the aftercare package is just a distraction.
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Omer
1 year ago
Wait, so I have to settle for a discount on the aftercare package? That's like getting a free cup holder with your car. I want the whole enchilada!
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Maile
1 year ago
If I don't get that 5% off the purchase price, I'll just walk away and find a supplier who's willing to negotiate. I'm not here to play games.
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Dorethea
1 year ago
Jose: Let's find a solution, how about I apply the discount to the aftercare package?
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Margart
1 year ago
Sally: I'll have to walk away then, I need that discount upfront.
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Lashawn
1 year ago
Jose: I can't do that, but I can offer a discount on the aftercare package.
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Scarlet
1 year ago
Sally: I need that 5% off the purchase price.
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Gary
1 year 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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Marva
1 year ago
A 5% discount on the aftercare package? That's like getting a free toothbrush after paying for the whole dental procedure.
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Kallie
1 year ago
User 2: Sally should definitely accept the offer, it's a win-win situation for both parties.
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Aleisha
1 year ago
User 1: That's a clever move by Jose to offer a discount on the aftercare package.
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Shizue
1 year ago
I agree with Cristen. It makes sense to try to negotiate for the discount on the purchase price.
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Cristen
1 year ago
I think Sally should ask Jose to apply the 5% discount against the purchase price.
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