CIPS Updated L4M5 Exam Questions and Answers by oren

Yes, because it may appeal to the supplier’s goodwill

No, because emotions should not be involved in business agreements

Yes, because use of emotion will always lead to agreement

No, because it’s not the best route to enhance relationships

Distributive approaches are inherently inferior to integrative approaches in commercial negotiation

Both parties understand each other's goals

Each party attempts to maximise the value obtained at other's expense

Both parties share 50:50 of the 'pie'

Win-Lose

Lose-Lose

Win-Perceived Win

Win-Win

1 and 4 only (Maintaining openness and Attempting to cast doubt)

2 and 4 only (Establishing power and Attempting to cast doubt)

1 and 3 only (Maintaining openness and Seeking understanding)

2 and 3 only (Establishing power and Seeking understanding)