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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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Verdell
4 days ago
Totally agree with C! It's all about sticking to your guns.
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Bernardo
9 days ago
Wait, is this really a tactic? Sounds kinda counterproductive!
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Larue
14 days ago
C) Positional makes sense, but isn't that just how people argue?
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Luis
19 days ago
I thought it was more like A) Win-win, but I guess not.
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Cary
25 days ago
It's definitely C) Positional.
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Vi
30 days ago
I don't know, I feel like it could also fit under A) Win-win in some cases.
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Gail
1 month ago
C) Positional makes the most sense to me.
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Jaime
1 month ago
Wait, are you sure? I thought it was more about win-lose scenarios.
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Ettie
2 months ago
I totally agree, that's the classic definition!
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Glenna
2 months ago
It's definitely C) Positional.
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Quentin
2 months ago
I'm leaning towards C) Positional, but I need to double-check if that's the one that focuses on attacking the other side.
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Ilda
2 months 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
2 months ago
I remember practicing a question like this where we discussed the differences between win-win and positional tactics.
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Starr
2 months ago
I think this might be related to positional bargaining, but I'm not completely sure.
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