Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?
Answer(s): D
"Apprising" means spelling out how a proposal benefits the other party (e.g., efficiencies, cost savings, risk reduction). It's a classic soft, pull-style tactic that aims to increase willingness by linking options to the counterpart's interests.
CIPS L5M15 Negotiation tactics: soft/pull tactics (Apprising).
Which of the following is a disadvantage of a positional approach to negotiation? Select TWO.
Answer(s): A,D
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem-solving.
CIPS L5M15 Approaches to negotiation: Positional vs Principled.
Which of the following is a negative body-language signal?
Crossed arms are commonly read as closed/defensive, which can hinder rapport. In contrast, natural smiling, appropriate eye contact, and subtle mirroring generally support openness and trust.
CIPS L5M15 Communication and rapport: non-verbal behaviours.
Robert and Debbie want to formalise a business relationship and share resources to deliver a high- risk, high-value project. What type of relationship should they seek?
Answer(s): B
A strategic partnership is a formal, high-involvement relationship with shared resources and joint governance--appropriate where risk/value is high and close collaboration is essential. Strategic alliances can be looser and not always resource-sharing.
CIPS L5M15 Relationship types and suitability (high risk/high value).
Where two parties share the cost of implementing new production capabilities or in sharing costly storage/transport infrastructure, what type of strategic alliance is this?
Sharing warehousing, distribution, or production capacity is characteristic of operations and logistics alliances--aimed at cost leverage, service improvements, and risk sharing in physical operations.
CIPS L5M15 Types of alliances: operations/logistics collaboration.
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