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CIPS Commercial Negotiation Sample Questions (Q165-Q170):

NEW QUESTION # 165
From the principled point of view about negotiation environment, which of the following is a true statement?

A. Advantage gained from uncomfortable negotiation environment is likely to last long after the negotiation
B. Home advantage should not be exploited to win a temporary advantage
C. The room layout can be seen as a source of tactical advantage
D. There is no ideal negotiation environment in real life

Answer: B

Explanation:
From a principled point of view, the focus of negotiation is on resolving the issue and not on winning temporary advantage over TOP through exploiting home advantage. From the principled point of view, the location and room layout should not be viewed as a source of tactical advantage and should not be used to try to gain advantage over TOP or unfairly influence them in the meeting room.
From a pragmatic point of view, not all of these elements in the ideal negotiation environment may be feasible, so the host may have to make compromises and explain these to TOP.
From a distributive point of view, the host will seek to create an advantage for themselves either explicitly or more subtly. It is arguable that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.
LO 2, AC 2.4

NEW QUESTION # 166
Which type of power is considered the opposite of coercive power?

A. Referent power
B. Informational power
C. Expert power
D. Reward power

Answer: D

Explanation:
Explanation
The coercive power comes from the belief that a person can punishothers for non-compliance. It can be considered as opposite to reward power, which results from one person's ability to compensate or reward another for compliance.
LO 1, AC 1.3

NEW QUESTION # 167
After studying Thomas-Kilmann conflict resolution model and considering different approaches carefully, the procurement team of XYZ Ltd. decides to adopt an avoiding approach to the upcoming negotiation with one of their suppliers. Which of the following will be the objective of XYZ procurement team in this negotiation?

A. Confronting and trying to find a creative solution immediately
B. Postponing the issue
C. Yielding the supplier's point of view
D. Seeking a quick middle-ground position

Answer: B

Explanation:
Avoiding is unassertive and uncooperative. When avoiding, an individual does not immediately pursue his or her own concerns or those of the other person. He or she does not address the conflict. Avoiding might take the form of diplomatically sidestepping an issue, postponing an issue until a better time, or simply withdrawing from a threatening situation.
LO 1, AC 1.1

NEW QUESTION # 168
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation?
Select THREE options that apply.

A. It reduces the likelihood of accepting a poor agreement
B. It guarantees a win-win outcome
C. It helps to be more assertive in a negotiation
D. It helps to identify the point at which the buyer should walk away
E. It produces an unacceptable outcome
F. It extends the length of the negotiation period

Answer: A,C,D

Explanation:
Having a BATNA:
Increases assertiveness (A): Knowing the fallback position empowers the buyer to negotiate more confidently.
Reduces the chance of a poor agreement (B): A BATNA ensures the buyer does not feel pressured to accept suboptimal terms.
Identifies walk-away points (F): It sets a clear boundary, allowing the buyer to exit negotiations if terms don't meet minimum requirements.
These align with CIPS's guidance on using BATNA to strengthen negotiation strategies.

NEW QUESTION # 169
Which of the following should be adopted to minimise the conflict between parties in commercial negotiation?

A. Ground beam
B. Ground rules
C. The rule of law
D. Ground zero

Answer: B

Explanation:
Ground rules are the basic rules for doing something (Cambridge Dictionary). A negotiation goes more smoothly if ground rules are adopted. Then if something goes awry at a later time, you can point out the ground rule that has been violated.Procurement professional should seek to minimise conflict over process through agreeing 'ground rules' and approach as far as possible with the other party in advance of any negotiation meetings.
There should be two sets of ground rules: 1) groundrules for the negotiations between the two parties and 2) ground rules for the negotiating team itself. This article is about the negotiating team ground rules.
The rule of law is the condition in which all members of society, including its political leaders, accept the authority of the law.
Ground zero describes the point on the Earth's surface closest to a nuclear detonation. In the case of an explosion above the ground, ground zero refers to the point on the ground directly below the nuclear detonation.
The Ground Beam is the beam which is provided usually at the foundation level to support building walls, joists, etc.

NEW QUESTION # 170
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L4M5 Latest Exam Materials & L4M5 Test Engine

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CIPS Commercial Negotiation Sample Questions (Q165-Q170):

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