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| Section | Objectives |
|---|---|
| Topic 1: Negotiation strategies and tactics | - Approaches to negotiation
|
| Topic 2: Negotiation fundamentals | - Principles of commercial negotiation
|
| Topic 3: Negotiation planning and preparation | - Preparation techniques
|
| Topic 4: Power, ethics and communication in negotiation | - Influencing factors
|
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NEW QUESTION # 49
A negotiation meeting between a buyer and supplier has taken several hours. Both parties believe the negotiation is starting to reach a close. Before the supplier makes their closing statements, they are most likely to be doing which of the following?
Answer: C
Explanation:
As negotiations near closure, skilled negotiators carefully observe for buying signals-verbal cues ("That sounds reasonable...") and non-verbal cues (nodding, smiling, leaning forward). These indicate readiness to agree and confirm whether it is the right time to close. At this stage, both sides usually stop gathering data or building rapport, as the focus is on confirming alignment and avoiding last-minute derailments. Closing too early may risk missing concessions, but delaying risks cooling momentum. Recognising buying signals ensures closure occurs at the optimal point, aligning with preparation and tactical awareness.
Reference: CIPS L4M5 (2nd ed.), LO 2.2 - Negotiation stages: opening, testing, bargaining, closing; cues to close.
NEW QUESTION # 50
Which of the following are sources of power in organisational relationships?
* Coercive power
* Intruded power
* Referent power
* Tactical power
Answer: D
Explanation:
Coercive powerstems from the ability to apply pressure or sanctions, whilereferent powercomes from reputation, charisma, or respect. These are both recognised power sources in negotiations. "Intruded" and
"tactical" power are not classified within the standard power framework used in CIPS materials.
"Sources of power include coercive (based on threats or penalties), referent (based on personal appeal or influence), and others such as reward, expert, and legitimate power." (L4M5 Commercial Negotiation, 2nd edition, Section 3.1 - Power in Negotiation)
NEW QUESTION # 51
Where a market consists of a large producer of a product with high market power, it is known as:
Answer: A
Explanation:
Reference: CIPS L4M5 Study Guide, Section 2.3 - Market Factors and Analysis
NEW QUESTION # 52
Which type of question should be used to receive affirmation on statement?
Answer: D
Explanation:
Different questioning styles can be used to elicit desired responses:
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NEW QUESTION # 53
In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?
Answer: B
Explanation:
:
There are two major persuasion methods: 'push' and 'pull'.
Persuasion can be defined as encouraging someone to do something that you want them to do for you.
Persuasion is reasoning with someone so that they will believe or do something they might not otherwise do.
Persuasion can be considered as 'pushing' on TOP so that they can accept the change in attitude or behaviour as a result of your actions.
Influence is the ability to affect the manner of thinking of another. Influence can be considered as pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions.
There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona Dent of Ashridge Business School proposes situations when each style might be most appropriate, breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':
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Using logical and objective reasons is one of the typical characteristics of persuasion reasoning method.
NEW QUESTION # 54
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