Georgia is entering into a negotiation with a supplier she knows well. Her manager asks that she "frame the agenda" at the beginning of the meeting. What does this mean?
Answer(s): D
"Framing" means shaping how issues and proposals are perceived and interpreted. In negotiation, framing the agenda involves influencing focus and direction early in the discussion, ensuring that key topics are viewed from a preferred perspective. It helps establish a positive or strategic tone for dialogue.
CIPS L5M15 Section: Framing Agendas and Perception Management.
Party City Ltd is negotiating with Cuppa Inc. After two hours, the discussion reaches a deadlock. What should Party City Ltd do?
When negotiations stall, best practice (according to CIPS) is to pause the meeting rather than escalate tension or concede prematurely. Taking a break allows time to reflect, regroup, and explore creative solutions. Other remedies include summarising agreed points, involving a neutral mediator, or escalating strategically.
CIPS L5M15 Managing Deadlock and Stalemate in Negotiations.
Khalid has finished a negotiation and needs to communicate the outcome to his stakeholders. One stakeholder has high importance but low interest. What approach should he take?
Answer(s): B
According to Mendelow's Stakeholder Matrix, stakeholders with high power (importance) but low interest should be "kept satisfied." They need concise, high-level updates to stay informed without excessive detail. Over-communication risks disengagement.
CIPS L5M15 Stakeholder Analysis and Communication Strategy (Mendelow Matrix).
What is the primary purpose of a negotiation?
Negotiation is defined by CIPS as a structured process between two or more parties aiming to reach a mutually acceptable agreement. While improving value or terms is often a goal, the essence of negotiation is achieving agreement, not victory over the other side.
CIPS L5M15 Definition and Purpose of Negotiation (Introduction, p.2).
Which of the following incentives encourages innovation?
Answer(s): A
Gainshare mechanisms reward suppliers for achieving cost savings, process improvements, or innovation that benefits both parties. By sharing the gains, suppliers are motivated to propose creative solutions.
CIPS L5M15 Supplier Incentives and Relationship Development (Gain/Pain Share Models).
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