CIPS L4M5 LO3 UPDATED ACTUAL Exam
Questions and CORRECT Answers
what are the phases of a negotiation? (RESPECT) - CORRECT ANSWER - 1) ready
yourself
2) explore needs
3) signal for movement
4) probe with proposals
5) exchange concessions
6) close the deal
7) tie up loose ends
what is anchoring? - CORRECT ANSWER - a well-known cognitive bias in negotiation
whereby people have a tendency to give too much weight to the first number (price) put forward
in a discussion and then adjust from that 'anchor'
what is the opening phase? - CORRECT ANSWER - confirm understanding and get the
issues on the table
what should you do in the opening phase? - CORRECT ANSWER - - be punctual and
well-presented
- if you are hosting, welcome their arrival
- break the ice with some small talk
- consider using virtual aids to set out key objectives/make key points
- start the conditioning process
- check authority
- check agenda
- employ the 'warm with the person/tough on the issue' approach from the start
, what should you not do in the opening phase? - CORRECT ANSWER - - use a strong,
pushy, cold or tough style at the opening
- put any markers down
- criticise other organisations/TOP's previous contracts/third parties
what is the testing phase? - CORRECT ANSWER - check assumptions and confirm
understanding
what should you do at the testing phase? - CORRECT ANSWER - - ask appropriate
questions to get missing information
- ask open 'why', 'what', and 'how' questions
- develop new options
- check all key assumptions
- clarify your and their perceptions
- show concern for TOP needs and interests
- summarise regularly and use paraphrasing
- listen attentively with 'ears and brain'
- seek to identify and confirm any common ground
what should you not do at the testing phase? - CORRECT ANSWER - - interrupt, blame,
use sarcasm, threaten, seek to score points or talk too much
- be embarrassed by long pauses
- confuse conflicts of interest with antagonism between people
- make any firm proposals
- allow yourself to be drawn into an argument
what is the proposing stage? - CORRECT ANSWER - asking 'if'
Questions and CORRECT Answers
what are the phases of a negotiation? (RESPECT) - CORRECT ANSWER - 1) ready
yourself
2) explore needs
3) signal for movement
4) probe with proposals
5) exchange concessions
6) close the deal
7) tie up loose ends
what is anchoring? - CORRECT ANSWER - a well-known cognitive bias in negotiation
whereby people have a tendency to give too much weight to the first number (price) put forward
in a discussion and then adjust from that 'anchor'
what is the opening phase? - CORRECT ANSWER - confirm understanding and get the
issues on the table
what should you do in the opening phase? - CORRECT ANSWER - - be punctual and
well-presented
- if you are hosting, welcome their arrival
- break the ice with some small talk
- consider using virtual aids to set out key objectives/make key points
- start the conditioning process
- check authority
- check agenda
- employ the 'warm with the person/tough on the issue' approach from the start
, what should you not do in the opening phase? - CORRECT ANSWER - - use a strong,
pushy, cold or tough style at the opening
- put any markers down
- criticise other organisations/TOP's previous contracts/third parties
what is the testing phase? - CORRECT ANSWER - check assumptions and confirm
understanding
what should you do at the testing phase? - CORRECT ANSWER - - ask appropriate
questions to get missing information
- ask open 'why', 'what', and 'how' questions
- develop new options
- check all key assumptions
- clarify your and their perceptions
- show concern for TOP needs and interests
- summarise regularly and use paraphrasing
- listen attentively with 'ears and brain'
- seek to identify and confirm any common ground
what should you not do at the testing phase? - CORRECT ANSWER - - interrupt, blame,
use sarcasm, threaten, seek to score points or talk too much
- be embarrassed by long pauses
- confuse conflicts of interest with antagonism between people
- make any firm proposals
- allow yourself to be drawn into an argument
what is the proposing stage? - CORRECT ANSWER - asking 'if'
