CIPS Level 4 Diploma in Procurement and Supply L4M5 Question # 86 Topic 9 Discussion
L4M5 Exam Topic 9 Question 86 Discussion:
Question #: 86
Topic #: 9
Finding the middle ground between buyer and supplier by moving towards each other's position is a satisfactory way to complete contract negotiations and maintain ongoing relations for future negotiations. Is this statement correct?
A.
Yes, because both parties will get as close to their end result as possible
B.
Yes, because the buyer will always move further than the supplier
C.
No, because the other party will take advantage if you move your position
D.
No, because it will damage your credibility in contract negotiations
Finding a middle ground, also known ascompromise or convergence, is a hallmark of collaborative or integrative negotiation. It allows both parties to secure partial wins, supports longer-term relationships, and promotes ongoing goodwill for future dealings.
“Negotiators must balance assertiveness with cooperation. Meeting halfway can lead to agreements that meet minimum needs of both parties while preserving the relationship.”
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