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CIPS L4M5 (Commercial Negotiations) LO3 QUESTIONS AND ANSWERS.
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CIPS L4M5 (Commercial Negotiations) LO3 QUESTIONS AND ANSWERS.
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CIPS L4M5 (Commercial Negotiations) LO3QUESTIONS AND ANSWERS.
What should you not do at the proposing stage?
Correct Answer -- interrupt
- use irritating phrases
- use multiple points
- use only your strongest point
- reject a proposal instantly
- immediately make a counter proposal to their proposal
what is the bargaining phase?
Correct Answer -using tradeable
what should you do in the bargaining phase?
Correct Answer -- always lead with conditions before offering tradeables
and making concessions
- try to trade things that are easy for you to give but valuable for them
- use tradeables and make concessions in small steps
- observe their non-verbal behaviour /body language particularly carefully
- consider linking issues
- use time tactics
- focus on all the options/variables involved
- consider using silence to encourage TOP to move first
- summarise regularly
, what should you not do in the bargaining phase?
Correct Answer -- be surprised by how quickly the bargaining phase is
completed
- lose sight of your objective
- get greedy and blow the deal
- make unplanned concessions
what should you do in the closing/agreement stage?
Correct Answer -- watch for closing/buying signals
- check to ensure all issues have been resolved
- consider using virtual aids to summarise
- use 'summary close'
- make a decision to conclude/close
- seek agreement in principle if TOP does not have final authority
- make your own private notes on the final agreement
- shake hands on the agreement
- leave the meeting as soon as possible thereafter
what should you not do in the closing/agreement stage?
Correct Answer -- force an agreement by making 'final offers'
- get greedy
- get careless with information
- accept ambiguity or uncertainty
- yield to pressure during the closing stage
- tell them they could not have got a better deal
- gloat publicity about the deal
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