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CIPS Commercial Negotiation Sample Questions (Q254-Q259):

NEW QUESTION # 254
Which of the following are examples of push techniques in commercial negotiations? Select TWO that apply.

A. Using language and imagery to 'paint a picture others can see'
B. Threat of punishment, costs and damage
C. Argument based on information, logic and reason
D. Working together to define the problem, the goals and the best solution
E. Listening to, involving and supporting others

Answer: B,C

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 5 options in this question:
'Threat of punishment, costs and damage': The influencer tries to 'push' the other party to act as he/she wants by using force. This method is effective but short-lived. The influencer also risks to developing reputation for being heavy handed and dictatorial.
'Argument based on information, logic and reason': The influencer uses logic and reasons to persuade the other party. This is also known as 'Persuasive Reasoning' (Push)
'Using language and imagery to 'paint a picture others can see'': The influencer seeks to influence another by understanding the other's emotions, and stimulating that party's imagination to visualise the desired future goal of the influencer. This is also known as 'visionary (pull)'
'Working together to define the problem, the goals and the best solution': In this technique, the person seeking to influence another involves the other party in the decision making process. This is known as 'collaborative (pull)'
'Listening to, involving and supporting others': In this technique, the person seeking to influence another tries to discover the other party's emotion and aims at mutual understanding. This is also a collaborative approach.

NEW QUESTION # 255
Using emotion as a technique of persuasion is ethical. Is this a true statement?

A. No, because emotions should not be involved in business agreements
B. Yes, because use of emotion will always lead to agreement
C. Yes, because it may appeal to the supplier's goodwill
D. No, because it's not the best route to enhance relationships

Answer: A

Explanation:
Reference: CIPS L4M5 Study Guide, Section 3.1 - Planning and Preparation for Negotiation (Ethics)

NEW QUESTION # 256
A procurement professional is dissatisfied with how a recent negotiation was concluded. What could they do to improve their negotiation approach?
Seek feedback from the supplier on their recent performance
Prepare for all negotiations with a WIN/LOSE (distributive) approach
Involve lots of people in future negotiations
Undertake reflective practice after each negotiation

A. 1 and 3
B. 3 and 4
C. 2 and 3
D. 1 and 4

Answer: D

Explanation:
To improve negotiation outcomes, seeking feedback from the supplier (1) and undertaking reflective practice (4) are recommended actions. Feedback from the supplier can provide insights into areas for improvement from the counterparty's perspective, while reflective practice allows the negotiator to evaluate their own approach, outcomes, and areas for growth. This approach aligns with CIPS's emphasis on continuous improvement in negotiation skills.

NEW QUESTION # 257
Hammad Alsuwaidi is a procurement professional leading a negotiation for a vehicle rental contract. Hammad has a clear goal to negotiate a two-year contract in exchange for a minimum of a 20% discount. During the negotiation, Hammad presents to the supplier the facts, figures, and justification for a 20% discount. Which of the persuasion methods below has Hammad chosen?

A. Push
B. Pull
C. Collaborative
D. Visionary

Answer: A

Explanation:
Hammad's approach of presenting facts, figures, and justifications aligns with the Push persuasion method.
The Push strategy involves directly presenting information, data, and logical arguments to convince the other party of a certain outcome. In this scenario, Hammad is using objective evidence to influence the supplier towards agreeing to a discount, which is characteristic of the Push method, as per CIPS guidance on negotiation tactics.

NEW QUESTION # 258
Which of the following are ways of developing rapport when undertaking a negotiation?

A. 2 and 4 only (Using probing questions and Actively showing empathy)
B. 1 and 3 only (Engaging in assertive communication and Engaging in active listening)
C. 3 and 4 only (Engaging in active listening and Actively showing empathy)
D. 1 and 2 only (Engaging in assertive communication and Using probing questions)

Answer: C

Explanation:
Reference: CIPS L4M5 Study Guide, Section 3.2 - The Negotiation Process

NEW QUESTION # 259
......

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CIPS L4M5 Lead2pass Review & New L4M5 Test Voucher

L4M5 Lead2pass Review - High Pass-Rate CIPS Commercial Negotiation - New L4M5 Test Voucher

CIPS Commercial Negotiation Sample Questions (Q254-Q259):

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