Exam L4M5 Topic 12 Question 264 Discussion

Actual exam question for CIPS's L4M5 exam
Question #: 264
Topic #: 12
A procurement manager considers using an integrative negotiation approach with shortlisted suppliers. Which factor favours such an approach?

Suggested Answer: C Vote an answer

Integrative negotiation requires shared motivation to collaborate and focus on joint benefits. When parties are motivated to work together, they can share data, explore tradeables, and align on long-term value creation.
Conversely, lack of trust, unwillingness to share, or absence of joint goals make integrative approaches unworkable, forcing adversarial or distributive methods instead. CIPS highlights that motivation and willingness to cooperate are preconditions for collaboration.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Factors that enable integrative negotiation approaches.

by Constance at Jul 14, 2026, 03:28 AM

Limited Time Offer

15%

Off

Get Premium L4M5 Questions as Interactive Self Test Engine or PDF

Comments

Chosen Answer:
This is a voting comment (?) , you can switch to a simple comment.
Switch to a voting comment New
Nick name: Submit Cancel
A voting comment increases the vote count for the chosen answer by one.

Upvoting a comment with a selected answer will also increase the vote count towards that answer by one. So if you see a comment that you already agree with, you can upvote it instead of posting a new comment.
0
0
0
10