CIPS L4M5 Exam - Topic 8 Question 79 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 79
Topic #: 8

Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?

APush

BVisionary

CPull

DCollaborative

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 Jesus at Feb 06, 2025, 04:38 PM

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Dante

9 months ago

I don't think that's a push method, feels more collaborative to me.

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Vivan

9 months ago

I think it's a smart move to back it up with data!

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Angelo

10 months ago

20% discount? Seems a bit high, right?

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Talia

10 months ago

Definitely a push method! Makes sense.

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Ronnie

10 months ago

Hammad is using facts and figures to persuade.

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Margart

10 months ago

Collaborative could also be a possibility since it often involves working together to find a mutually beneficial solution, but Hammad seems more focused on his own goal.

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Almeta

11 months ago

This reminds me of a practice question where we discussed different negotiation styles. I feel like Pull might be relevant since it involves drawing the other party in, but I'm not confident.

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Jettie

11 months ago

I'm not entirely sure, but I remember something about the Visionary approach being more about inspiring the other party. That doesn't seem to fit here.

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Arlette

11 months ago

I think Hammad is using the Push method because he's presenting facts and figures to persuade the supplier directly.

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Raul

11 months ago

I'm a bit torn on this one. "Visionary" doesn't seem to fit since Hammad is focused on the specific negotiation, not a broader vision. But I'm not entirely convinced it's a straightforward "Push" either. Maybe there's an element of "Pull" in how he's presenting the justification for the discount.

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Roosevelt

11 months ago

The question mentions Hammad has a clear goal of a 20% discount, so I don't think "Collaborative" is the right answer here. He seems to be taking a more assertive approach to get the discount he wants, which makes me think "Push" is the best option.

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Jules

11 months ago

Based on the details provided, I think Hammad is using a "Pull" strategy. He's presenting the facts and figures to the supplier, but ultimately letting them decide on the discount. It's not a forceful "Push" approach.

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Ivette

11 months ago

Hmm, I'm a little unsure about this one. Hammad is trying to negotiate a contract, so I'm not sure if "Push" is the right answer. Maybe it's more of a "Collaborative" approach where he's working with the supplier to reach an agreement?

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Dorthy

11 months ago

This seems like a straightforward negotiation scenario. I think the key is to focus on the facts and figures Hammad presented to justify the 20% discount. That sounds like a "Push" approach to me.

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Rickie

1 year ago

Looks like Hammad is going for the 'Visionary' approach, painting a clear picture of the future contract. Smart move, but I hope he has a backup plan in case the supplier isn't feeling inspired.

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Hyun

1 year ago

Supplier: I'm open to collaborating, but we need to consider our costs as well.

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Sherell

1 year ago

Hammad: Let's work together to find a solution that benefits both parties.

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Otis

1 year ago

Supplier: I appreciate your vision, but a 20% discount is quite steep.

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Cruz

1 year ago

Ah, the age-old 'Push' vs 'Pull' debate. Personally, I prefer the 'Jedi Mind Trick' method - just wave your hand and say 'You will give me a 50% discount'.

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