CIPS L4M5 Commercial Negotiations LO3 QUESTIONS AND ANSWERS

CIPS L4M5 (Commercial Negotiations) LO3
QUESTIONS 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