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CIPS L4M4 (Responsible and Ethical Sourcing) COMPLETE UPDATED STUDY GUIDE
The five possible outcomes of negotiation
âœâ€Ã¢Å“â€1. The buyer wins and the supplier loses
2. The supplier wins and the buyer loses
3. The buyer wins and the supplier wins
4. The buyer loses and the supplier loses
5. Neither the buyer nor the supplier wins (a compromise)
A competitive negotiation style
âœâ€Ã¢Å“â€is based on being assertive and acheiving results, even if this
disadvantages the other party and the long-term relationship
A collaborative negotiation style
âœâ€Ã¢Å“â€is an honesy and open style where the negotiator is focused on
finding a mutually beneficial outcome and fair solutions to any issues that
may be presented. This focuses on long term goals
An avoiding negotiation style
âœâ€Ã¢Å“â€is one full of apprehension and often the negotiator does not pursue
their requirements. Relationships do not prosper and the outcomes rarely
benefit either party
Accommodating negotiation styles
âœâ€Ã¢Å“â€are when the negotiator does not want to upset or offend the other
party and so they often concede their requirements to ensure harmony
A compromising negotiation style
âœâ€Ã¢Å“â€is one where the negotiator is happy to meet in the middle on
concessions rather than pushing for a win or backing down
CIPS L4M4 Responsible and Ethical Sourcing COMPLETE UPDATED STUDY GUIDE
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