CIPS Exam L4M5 Topic 7 Question 76 Discussion

Actual exam question for CIPS's L4M5 exam

Question #: 76
Topic #: 7

[All L4M5 Questions]

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should:

AAsk Jose to apply the 5% discount against the purchase price

BDecline the offer and walk away from the negotiation

CAsk Jose to apply a discount against the price

DAccept the offer of a discount against the aftercare package

Show Suggested Answer

Suggested Answer: A

A useful and simple shorthand for preferred negotiation styles is summarised by four simple descriptor: 'warm', 'tough', 'logical' and 'dealer', which can be applied to describe individuals' dominant preferred style in most circumstances.

Warm - a people person

Tough - a hard-nosed negotiator

Logic - a numbers person

Dealer - a trader who loves bargaining

Strengths, weaknesses of dealer style are described below:

LO 2, AC 2.4

by Cristy at Dec 09, 2024, 03:01 AM

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Micaela

17 days ago

Negotiating is like a game of chess, and I'm ready to checkmate this salesperson. I'll go for the 5% off the purchase price, no exceptions!

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Delpha

2 days ago

Sally: I'll only accept if it's off the purchase price.

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Domingo

3 days ago

Jose: I can't do that, but I can offer it on the aftercare package.

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Gaynell

6 days ago

Sally: I want the 5% discount off the purchase price.

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Emiko

18 days ago

Ah, the old 'discount on the aftercare' trick. It's like getting a free parking ticket with your movie ticket. I'm not falling for that one.

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Malika

7 days ago

User 1: I agree, that discount on the aftercare package is just a distraction.

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Omer

21 days ago

Wait, so I have to settle for a discount on the aftercare package? That's like getting a free cup holder with your car. I want the whole enchilada!

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Maile

29 days ago

If I don't get that 5% off the purchase price, I'll just walk away and find a supplier who's willing to negotiate. I'm not here to play games.

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Lashawn

8 days ago

Jose: I can't do that, but I can offer a discount on the aftercare package.

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Scarlet

18 days ago

Sally: I need that 5% off the purchase price.

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Gary

1 months ago

But what if Jose's sales director really won't approve discounts on initial purchases? Maybe accepting the offer on the aftercare package is the best option.

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Marva

1 months ago

A 5% discount on the aftercare package? That's like getting a free toothbrush after paying for the whole dental procedure.

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Kallie

5 days ago

User 2: Sally should definitely accept the offer, it's a win-win situation for both parties.

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Aleisha

8 days ago

User 1: That's a clever move by Jose to offer a discount on the aftercare package.

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Shizue

1 months ago

I agree with Cristen. It makes sense to try to negotiate for the discount on the purchase price.

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Cristen

1 months ago

I think Sally should ask Jose to apply the 5% discount against the purchase price.

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