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CIPS L5M15 Exam - Topic 1 Question 17 Discussion

The negotiation tactic in which a person enters with preconceived ideas and attacks the opposition rather than working toward a wise agreement is known as:
C) Positional
A) Win--win
B) Lose--lose
D) Principled

CIPS L5M15 Exam - Topic 1 Question 17 Discussion

Actual exam question for CIPS's L5M15 exam
Question #: 17
Topic #: 1
[All L5M15 Questions]

The negotiation tactic in which a person enters with preconceived ideas and attacks the opposition rather than working toward a wise agreement is known as:

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Suggested Answer: C

Positional bargaining starts from fixed stances and tends toward adversarial exchanges and concession trading, often impeding creative, interest-based outcomes.


by Peter at Jun 29, 2026, 04:47 AM

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Ilda
12 hours ago
I feel like I might mix up the terms. Is positional the one where you just stick to your guns?
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Trina
6 days ago
I remember practicing a question like this where we discussed the differences between win-win and positional tactics.
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Starr
11 days ago
I think this might be related to positional bargaining, but I'm not completely sure.
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